Don Cooper

Forget the old, hackneyed sales gimmicks. Forget about high-pressure. And forget the manipulative, self-serving tactics that today’s prospects know and hate. Instead, discover a fresh, innovative approach that lets you sell with integrity, confidence, and enthusiasm. In this fast-paced, highly-interactive program, you’ll learn:

• How to find great prospects quickly and easily
• The two most important sales skills and how to master them
• How to make prospects want to see you
• The three different types of prospects and how to deal with each of them
• How to quickly build rapport with your prospect
• The one thing you should never say to a prospect
• How to completely lower your prospect’s defenses
• The key to making the sale (It isn’t what you think!)
• How to uncover your prospect’s hidden concerns
• The “Dandelion Principle” and how it can help you make the sale
• Why the features of your product or service are completely irrelevant
• How to get a huge edge over your competition
• The secret to creating a great sales presentation effortlessly
• How to follow up without being a pest
• The #1, most important word in sales
• How to position yourself as your prospect’s best choice
• The hidden code your prospects use and how to break it
• Why the old adage “Always Be Closing” is terrible advice
• How to make closing quick, easy, and painless (both for you and your prospect)
• Two secrets to getting more referrals now

Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait—immediately after this revealing presentation you’ll be raising your prices and reaping the rewards. Because you’ll discover:

• Why you should probably increase your prices today
• The keys to outselling your low-price competitors
• Why you should (almost) never discount
• What to do when your prospect pressures you for a discount
• How to make your higher prices a selling point
• The Jedi mind-trick prospects use against you and how to combat it
• The one thing you must always do with your prospect
• The huge problem with “value-added” selling and what to do about it
• What people really mean when they say price is important
• The big secret your prospect doesn’t want you to know
• How to make your price seem like a bargain

Since we were kids, most of us have been repeatedly encouraged to “think positively and everything will work out.” But not only is positive thinking not sufficient by itself to boost your sales, it can actually work against you. Just as a battery needs both a positive and a negative end, you need both a positive and negative approach to selling to maximize your sales. In this eye-opening program, you’ll discover:

• Why being too positive can cost you sales
• What negative selling is and why you need to master it
• The forces that are always working against you and how to overcome them
• The keys to selling negatively
• How to quickly determine what kind of buyer your prospect is
• What to do when selling benefits doesn’t work
• How to sell to a group consisting of different types of buyers
• The most dangerous assumption you can make about your prospect

The marketplace is more competitive—and more challenging—than ever before. How do you stand out among the competition? And how do you persuade a buyer to choose you over them? In this practical, insightful session, you’ll discover:

• The single biggest sales and marketing mistake most companies make
• Why being great isn’t good enough
• How to differentiate your company—so you stand out from the crowd
• The two critical questions you need to answer
• How buyer expectations have changed—and what that means for you
• What you’re really selling (it’s not what you think)
• The 10 things every buyer wants more of
• How to craft a marketing message that resonates with your prospects
• The keys to boosting your sales—even when you’re selling the exact same products

The most powerful four-letter word in sales and marketing is “free.” And most organizations don’t make the most of it, whether because they don’t know how or because they’re afraid of giving away the store. But when you use “free” in the right ways, it can make a huge impact on your sales! In this idea-packed presentation, Don will share:

• Why you need to be giving things away
• How giveaways can improve your marketing, sales, and customer service efforts
• The Do’s and Don’ts of using giveaways
• 14 ways freebies make your customers want to do business with you
• How to give things away for maximum impact
• How “free” can get you in trouble (and how to avoid it!)
• 20 things people will do to get something for free
• How to boost your sales by giving away things that aren’t even yours
• More than 100 things you can give away (many of which cost you nothing!)