Carl Harvey offers professional consulting services for the senior executives of businesses and corporations. With his assistance, he helps business leaders build a successful sales team and reach corporate goals.
Here is a list of presentation topics representative of our offerings. Abstracts follow. These presentations can be delivered as a one hour talk, or as a half or full day workshop, depending on your requirements.
- How to End Ground Hog Day and Stop Hiring Weak Salespeople and Start Hiring the Right Ones NEW!
- How Salespeople Surrender Their Power and How to Stop It NEW!
- Are Your Salespeople a Pitchfork Army or a Professional Sales Force? NEW!
- How to Grow Your Business in Today’s New, Recovered Economy
- The Enemy Within: Understanding and Overcoming the Fear of Failure
- The Inner and Outer Game of Cold Calling
- How to Make Your Sales Call A Success Story Not A Mystery Novel
- The Critical Missing Link to Agencies Sales Growth: More Effective Sales Management
- What’s Stopping You? The Inside Game of Selling Success
Agencies want and need to grow. To do that, they need sales producers who can sell. The problem is that, for many agencies, this remains an elusive goal. For the track record of too many agencies in hiring sales producers is a string of failed efforts and repeated mistakes: producers with a book of business, who no longer want or can sell; salespeople with insurance experience, who are escaping from failure; or salespeople outside of the industry who show promise, but lack the skills and strengths to succeed. These disappointments confront agencies with an unwanted dilemma: stop looking, and thus stop growing; or continue to make the same bad hires and repeat the same mistakes.
The alternative? Stop reliving ground hog day and instead put in place a systematic process of attracting, identifying, and evaluating sales talent.
In this immediately actionable talk, Carl Harvey, sales development specialist and author of the book, “What’s Stopping You?”, will outline just such a process. He will begin by identifying the most common mistakes made by agencies in looking for salespeople. He will then outline a powerful 8 step Hiring Mosaic to attract, identify and hire salespeople who can sell: How to write ads that will attract top performers while discouraging the weaker ones; how to automate your hiring process; the importance of using a sales specific assessment to identify weaknesses that may be fatal but you will never pick up in an interview or find on a resume; what to look for on resumes and what to look for that isn’t on the resumes; how to conduct a phone interview to separate the wheat from the chaff; how to conduct the in-person interview and what questions to ask to determine whether the candidates can sell; and how to use reference checks to find out the truth about the candidates.
Attracting, identifying and hiring the right salespeople is neither a mystery nor a matter of luck. Rather it is about cause and effect, understanding the qualities and characteristics of strong salespeople and being able to identify and evaluate those traits through a systematic hiring process.
Did you ever know a prospect before he became your prospect, when he was just a person? You probably discovered that he was just like everyone else. But when that same person becomes a prospect, he becomes transformed. We are afraid to disappoint him, we become too accommodating, we tend to accept his stories and stalls, knowing they are stories and stalls, we fear his rejection and don’t want to fail.
What did this person, now prospect, do to transform himself into this imposing figure? Nothing. We did it all by surrendering our power. Unfortunately, these white flag situations happen too often and to too many salespeople. As result we become weaker salespeople and will find our loses more frequent and our wins more difficult.
In this immediately actionable talk, Carl Harvey, sales development expert and author of the book, “ What’s Stopping You: How to build the confidence you need to succeed at sales, will identify what lies at the root of this surrender. More importantly, he will outline the perspectives and practices to reverse these surrenders and turn them into successes.
As the economy continues to struggle, companies and salespeople are making two unpleasant discoveries: they are finding fewer opportunities and are facing more ferocious competition than ever before. The era of the easy sale and the compliant customer is over.
To succeed in this new, stark environment, salespeople can no longer pose as order takers, customer service reps or account managers; they need to become sales producers – salespeople capable of consistently finding, qualifying and closing new business. To make this transition, however, they will require more strength, skills and stamina.
In this groundbreaking and immediately actionable workshop, Carl Harvey, sales development specialist and author of the book, “What’s Stopping You?” will show sales professionals how to make that transition to the next level.
In Part I, he will introduce the practices and perspectives required to learn new, more demanding skills, to develop the capacity to deal with risk and challenge and to overcome the self-limiting beliefs and behaviors that cause so many salespeople to surrender their power to their prospects.
In Part II, he will introduce current best practices in selling strategies and questioning techniques to help salespeople get in front for more prospects, to better qualify their opportunities, to deal effectively with the dodges and stalls prospects often place in their path, and to more effectively close the sale or close the file.
In tough times, only the most capable and committed survive. This workshop will help you be one of those that not only survive, but thrive even in today’s economy.
How to Grow Your Business in Today’s New, Recovered Economy
In today’s new, recovered economy, there are significantly fewer opportunities and more ferocious competition than ever before. To succeed in this environment, the old sales ways of giving out information, doing unqualified presentations and quotes and hoping our accommodating and pleasing manner will win the day no longer work.
To succeed in this environment, business owners need to do things better and differently. The first step in this new direction is to grasp the difference between telling prospects what we do and how we can help them, and instead, understanding our prospects’ problems and then helping them understand why they need us. It is the difference between telling and selling, between the “do-your-own-thing” approach to selling and using an effective sales process, and between losing and winning in today’s sales environment
In this path-breaking and immediately actionable presentation, Carl Harvey, sales development expert and author of “What’s Stopping You: building the confidence you need to succeed at sales”, will illustrate this difference by introducing his powerful sales process:
What’s Stopping You? The Inside Game of Selling Success
To go to the next level of success and results, sales people need more than powerful techniques and approaches. They need to develop the one quality upon which all techniques and approaches depend: an expanded capacity to deal with risk challenge and uncertainty. For it is this capacity that will determine the how high a salesperson will call, the risks she will take, the questions she will ask, and how long she will keep acting in the face of disappointment, negatives and self-doubt.
In this ground-breaking workshop, Carl Harvey will outline the practices and perspectives needed to develop this core competency. You will learn how to develop the confidence to call at the top, how to overcome cold call reluctance, how to ask the tough questions we all know but never ask, and how to find the confidence to act when you lack confidence. What stops most of us is the gap between knowing what to do and doing it. This workshop will help close that gap.
The Inner and Outer Game of Cold Calling
(Full day workshop)
Hands down, the two most dreaded words in the salesperson’s lexicon are: cold-calling. Yet cold-calling remains one of the most proven and powerful methods of acquiring new business-if one knows how to do it. This workshop will shows you how.
In Part I – The Inner Game of Cold-Calling, you will learn the perspectives and practices to overcome call reluctance and the fear of failure; how to identify and deal with self-limiting beliefs; the daily practices and mindsets that grow our confidence and competence and those that undermine them.
In Part II – The Outer Game of Cold-Calling, you will learn how to develop value propositions that grab interest and help secure appointments; how to deliver your message to establish credibility and not sound like the typical salesperson; how to call at the top; how to stay in conversation on a cold call and deal with prospects’ dodges and stalls; and how to handle the six most common objections you will hear on the phone. See this related article “Five Steps to More Effective Cold Calling” by Carl Harvey.
How to Make Your Sales Call A Success Story Not A Mystery Novel
Many salespeople waste their time in front of the wrong prospects, prospects who don’t have pain, the money or the decision-making authority or have all of these but prefer someone else. The real problem: salespeople are often unaware that these are the reasons they lost the sale. In effect, they allowed their sales call to become a mystery novel instead of a success story.
In this powerful workshop, Carl Harvey will show you how to ask the right questions to get the real answers. You will learn the six qualifiers to determine a fit prospect, questions to ask to determine pain, money, decision-making and level field; how to deal with prospects’ evasive or fuzzy answers and what to do when prospects want to think it over, won’t return your calls or have to check with others.
The Critical Missing Link to Agencies Sales Growth: More Effective Sales Management
As we move forward in the new, recovered economy, agencies are making two unpleasant discoveries: there are fewer opportunities and more ferocious competition for those opportunities than ever before. The era of the easy opportunity and the compliant customer is over.
To succeed in this new environment, agencies strive to find more market and deliver better service to separate themselves from the completion. The problem is no matter how hard they run, they can’t separate themselves from enough of their competitors. The deeper problem is more markets and better service do not find and close new opportunities- salespeople do.
If agencies are to compete and win today, they need to go beyond markets and service and transform their salespeople( producers and CSRs) from account managers and order takers into salespeople who can consistently and effectively, find, qualify and close new business.
The issue for many agencies, however, is that they don’t know how to make this transition.
In this immediately actionable talk, Carl Harvey, sales development specialist and author of the book, “What’s Stopping You?”, will outline the sales management practices and principles required to transform salespeople from a pitchfork army into a professional sales team. This includes:
- The how and why of using a sales specific instrument to evaluating your salespeople;
- The one core quality that agencies must develop in their salespeople and CSRs if positive change is to occur;
- Managing by small steps not management by fiat – the critical practice required for developing that core quality;
- The importance of managing by behaviors not just quotas;
- What a mapped sales process and selling system are and why they are the foundational difference between a pitchfork army and a professional sales team; and
- The role of pipeline management in developing and holding salespeople accountable.
Developing salespeople who can compete and win in a tough economy is neither a mystery nor a matter of luck. Rather it is about cause and effect, understanding what is required to develop next level skills and putting into place the practices and processes that support that development.
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