EXselling in a Recession

Buyers use the same tools and processes that salespeople use – sometimes more effectively. Artificial Intelligence, Artificial Reality, and intelligent apps are becoming commonplace. Kaizen (for Sales), Business Function Selling, and other processes are as useful now for managing the buying activities as they are for selling. EXselling is how sales professionals help their customers sell themselves.

Chuck began his sales career with the largest corporation in the world during a recession. In his first full year as an account executive, he was the highest producer out of 1,100 people in his division, selling voice and data networks and equipment. As a National Account Manager, Chuck built a team that took the last-place account into the top five in nine months.

Since becoming a Sales Developer, he has helped numerous clients excel in economic and industry recessions. One high-tech company grew its average sale from $1500 to $45,000 in less than two years. He served as president of a thirty-million-dollar bakery in a turn-around. Working with investors, he helps struggling organizations find new and better revenue-generation processes and opportunities.

Reaves believes that sales is a science: Measurable, Predictable, and Replicable. But like other sciences, it evolves. The advancements in professional selling have been accelerating for decades and are now growing exponentially.

Audience Take-Aways

• The principles of EXselling
• Seven activities organizations can use to capitalize on AI and other changes – and three they must employ
• Chuck teaches principles, not techniques, so the attendees can develop the best implementation strategies for their markets and industries
• He tailors his presentations to address the primary needs of the audience members while incorporating the latest updates in technologies and processes (he has even updated his presentation while being introduced!)
• His extensive library of e-Learning resources offers attendees follow-up support, much of it free

Content and materials are updated weekly.

“In the history of recorded time, no customer has ever said, ‘Your price is too high,’ and meant it.” – Chuckism #6

EXselling In-depth - Helping Buyers Sell Themselves

Buyers are becoming increasingly sophisticated.

“Most buyers are better at buying than salespeople are at selling.” – Chuckism #15

“Many buyers are better at selling than salespeople are.” – Chuckism #16

The response to the pandemic gave buyers opportunities to use technology better and faster. Knowingly or unaware, they conducted their own needs analyses, feature-benefit analyses, and cost justifications. As a result, they became more proficient in selling AND buying.

Economic pressures, accelerated technological introductions, and demographic shifts have made professional selling more complex. Meanwhile, sales principles have not changed. Ethics, integrity, quality, customer focus, and exceeding buyer expectations still form the foundation of professional selling. Chuck builds this content on decades of helping 5,000+ audiences worldwide improve their sales, leadership, and personal abilities.

Audience Take-Aways:

• How to help buyers sell themselves using
• Proven professional sales principles
• Interaction rather than presentation
• Targeted messaging
• Blended Selling
• How to make the most of new technologies such as AI
• How to avoid mistakes using new technologies such as AI
• Implementing Sales Enablement for effective profit generation

Customer Service as a Profit Center

Your customers will no longer compare your level of customer service with that of your competitor; they will now compare your level of service with that of every vendor they deal with – personally and professionally. – Chuckism #13

For every dollar we spend to retain an account, it takes six dollars to close a new one.

Every customer-facing employee has opportunities to enhance or damage customer relationships. Customers will often take the word of a customer service person over the word of a salesperson when addressing upgrades or other additional sales.

With new tools and processes, customer service efforts can become profitable. By capitalizing on the abilities of the people who are attracted to serving, organizations can increase their revenues while lowering their sales expenses.

Every customer we have knows at least one other customer we could have.” – Chuckism #11

Audience Take-Aways:

• Principles of Customer Servicing (the profit model)
• Three types of accounts
• Six types of customers
• Why improved customer service is important
• How to help CSRs develop and implement a new customer service strategy

Authentic Leaders are Heroes

Everything I should have learned about leadership I could have learned in Vietnam.

“Everything a leader says is amplified; everything they do is magnified.” – Chuckism #25

“There are no extraordinary people; there are only ordinary people who are doing things that others perceive to be extraordinary.” – Chuckism #35

There are many leadership styles. The “right” type is what is right for the person, the organization, and the followers. As organizations mature, leadership must mature. As organizations increase in size, communication from the highest to the lowest levels becomes increasingly cloudy.

This program is built on Chuck’s one-on-one experiences with leaders: great and not-so-great, as well as his study of famous leaders from all walks of life. And he draws on his initiation into leadership as a twenty-year-old squad leader in Vietnam, earning him the Bronze Star Medal.

Audience Take-Aways:

• Learn how to determine which leadership style is right for you now
• How to develop leaders from within the organization
• Understanding the “Big Chair/Little Chair” concept – when it is time to move on
• Saying “no” more often

Value-Added Selling

"In the history of recorded time, no customer has ever said, 'Your price is too high,' and meant it." That is Chuckism #6, a foundation for his extensive library of materials, including e-Learning, multimedia, and print. Chuck builds his content on past and current real-world experiences in the marketplace. It is updated weekly based on changes in technologies, processes, and demographics. Value-Added Selling in the Post-Pandemic Era is a popular topic that incorporates the most recent changes in sales and includes insights into how to develop new tools and processes for overcoming or eliminating the price objection. Executive-Level Selling introduces sales leadership to the Chief Sales Officer CSO concept.

Customer Servicing

This topic is a sales approach to customer service and can change a customer service department into a profit center. It gives new insights into managing satisfied and dissatisfied customers based on the three categories of customers and six different types of customers. However, people who choose customer service as a career typically do not want to sell. Customers are sometimes more likely to take the word of a customer service person rather than a salesperson – learn how to capitalize on that.