High Performance Sales
Selling is a performance – the process of taking your audience (customer) through an experience that builds interest and engagement, ending in a successful sale. Dan reveals presentation/performance secrets to help sales professionals improve performance and bottom line results, including:
- How to differentiate your approach from competitors to stand apart and above the rest.
- How to manage your customers’ expectations and ensure that you deliver more than they anticipate.
- How focusing on value and uniqueness transcends objections about price.
- How to leverage your most powerful asset – your brand – for greatest results.
- Why telling stories is far more effective than imparting benefits.
- How every performance has a beginning, middle, and end. Design your presentations for impact, and move your customers to action.
- How to build relationships for success.
- How to break through external barriers and self-imposed limitations.
“If you limit yourself to what’s comfortable, you deny yourself what’s possible.”
Because sales happens in real-time, and every encounter is unique, the high-performance salesperson must be committed to improving and building upon every sales experience. With every one performance there are three – the one you plan, the one you do, and the one you should have done (and think about on the way home). Dan helps sales professionals to:
- Prepare daily and take a disciplined approach to developing skills. Go into each sales performance with a plan and specific approach. (The first show)
- Develop the ability to improvise, discover opportunities that arise, and use those opportunities to build trust and rapport. (The second show)
- Intentionally “debrief” each effort, identifying what worked well, what you can build on, and what you can improve or eliminate. (The third show)
“Improvement is a choice before it is a process or a result.”
– Dan Thurmon
Embracing Change – Off Balance On Purpose
The concept of “Off Balance On Purpose” is central to Dan’s work and is all about initiating changes that lead to growth and results. He makes the case that we are in a perpetual stage of transition and the pursuit of perfect balance, while well intended, is out of sync with reality. The top performer must be off balance – biased toward shaping future events. Dan illustrates this concept atop a six foot unicycle, demonstrating how forward progress begins by leaning into the uncertainty. It is uncomfortable, at times, to launch yourself into the unknown, but it is absolutely necessary to drive results.
- You are off balance, and must be, in order to serve your customers, drive results, and improve your efforts.
- “On purpose” has an intentional dual meaning – that you are intentionally embracing the uncertainty and initiating changes AND that you are bringing a sense of purpose, or mission, to your efforts. A strong, compelling purpose will help you overcome challenges and attract advocates to your cause.
Building Relationships for Success
One of the segments of Dan’s presentation involves bringing an audience member on stage and coaching her to effectively perform a team juggling performance with me. This is a very powerful experience, as it engages someone in a real-time challenge and also enables him to illustrate and teach the principles for effective partnership with customers. Some of the lessons that are incorporated in this routine (and debriefed afterward) include:
- Start with belief. It’s impossible to accomplish something if you don’t believe it is possible.
- Build upon strengths (your own, and your customers’).
- Establish clear targets.
- Build a solid foundation before attempting too much.
- Provide feedback, and invite feedback from your partners.
- Encourage progress and celebrate success.
- Dan also includes a bonus example of how to “upsell” your customer toward a more compelling goal.
- The way you treat one person is the way you treat everyone. This is why ethics, values, and core beliefs are integral to a long and successful career.
There are some wonderful examples and stories Dan likes to include in this presentation. One of these involves the story of Tony Steele, legendary trapeze performer and the FIRST man to break the barrier of the triple somersault. Tony, also a very good friend of Dan’s, performed the 3 1/2 somersault in 1962, a world record that stood for 20 years. In this touching story, Dan encourages the audience to adopt a new approach to their personal limitations and challenge them to transcend those ideas (let go) in order to grasp a new level of success. Tony is 78 years old and still performs trapeze. Dan closes this segment with a short video of Tony in action.
This is a wonderful and powerful segment that will cause everyone to rethink their own concept of limitations!