Hal Becker
Expert on Sales, Customer Service, and Negotiating Who Survived Terminal Cancer and Became the #1 Salesperson for Xerox.
Featured Topics
Fee Range
$8,500
Hal Becker
Featured Keynote Programs
Sales Management & Coaching-How To Manage People Not Paper
"I can show you what to do and how to do it; the only catch is you must be willing to implement!"
Traditionally, salespeople are trained to think competitively - which is fine, up to a point. How do you prepare them to achieve greater results by building a cohesive team?
Hal's six step approach introduces sales mangers to the fundamental coaching and management principles used by the world's top training companies such as IBM, Xerox, Proctor & Gamble, and Disney. He incorporates these concepts with the methods of many top coaches in the world of sports. The techniques are so powerful Hal will guarantee a 9% increase in sales volume.
You will learn:
What you need to know to become a world sales class leader.
Are you a pro-active coach or reactive manager?
What the 50/40/10 plan is, and why this it is a must that you cannot be without.
How to observe and conduct feedback sessions through coaching.
Effective one-on-ones, and why they change EVERYTHING.
Incredible leadership techniques
How to think like a Coach: Train & Practice.
Interviewing skills to have people ready for a territory, not a territory ready for people.
How to travel with your salespeople (observe) all the time.
Using a Profile Sheet for each salesperso.n
How to MBWA (Manage By Walking Around).
Highly interactive session that you will love and learn more than you could have imagined.
Effective Negotiating-How To Negotiate Like A Pro
"I can show you what to do and how to do it; the only catch is you must be willing to implement!"
Newsweek once wrote: "Negotiating is the game of life." So, how does one prepare, whether it is in business, or your personal life?
Hal has combined well researched theories, practical strategies, and proven techniques that are guaranteed to work for you and and your company. He refers to this as "selling's first cousin."
You will learn:
The "6 Most Important Ingredients" that make a professional negotiator
The "Negotiator's Checklist," a must for all successful negotiators
The top ten of negotiating
What makes a professional negotiator
Where to sit in negotiations
Qualities of a great negotiator
Secret ingredients from Hal's best selling book on negotiating
Customer Service-How To Keep Customers For Life
I can show you what to do and how to do it; the only catch is you must be willing to implement!"
Getting the customer is easy; it's keeping the customer that's the hard part. As all of us are aware, there is nothing new in selling and customer service.
Hal's fun, upbeat approach goes back to basics which many of us have forgotten or strayed away from. He will show you the fastest way to improve your customers' satisfaction and your company's image.
You will learn:
How to understand the customer's needs
How to build long-term relationships
Why "creative opportunities" are essential in ensuring exceptional customer service
What the world's best companies do in terms of customer service and why
The 3 rules of incredible customer service
What is a creative opportunity and why you want it
The mistakes most average companies make
Why you lose customers and how to get them back
The reason one employee can ruin it for you
Secret ingredients form Hal's best selling book on customer service
Sales
What Makes A Top Salesperson
"I can show you what to do and how to do it; the only catch is you must be willing to implement!"
Power selling is the most highly charged comprehensive type of training your sales people will ever have. They will learn that to be the best takes an easy-tofollow system. Hal uses his own experience as Xerox's #1 salesperson, along with a 10-step common sense, back-to-basics approach to give them the tools they need to succeed. He has trained hundreds of thousands of salespeople on his "insiders" look at how to achieve sales success.
What makes a top salesperson and what you must do to be a Pro Salesperson
What qualities the best salespeople and why
Why most salespeople fail or do not make quota
How to get the appointment with common sense
The 3 steps of the sale and why you do not need to close
Why silence is your best weapon!
The 4 major events that causes most salespeople to fail: making quota means you just hit average
Questions control the sale...period...and using "The Questioner"
The 7-9 minute "perfect" sales call
Why you must have a "magic question"
The five things you must know... forever (Business Card)
What is the "Reverse Joey" and why to you have to use it all the time
Snow White & the 7 Objections
The 4-1 ratio of prospects to sales
Prospecting: Cold Calling/Using the phone/Emails, (having fun-using technology)
Setting goals and Territory Management, & Time Management (CRM)
Trial close and don't worry about closing the customer
The opposite of Referral Selling