I help you sell more effectively.
Yeah. That’s my obsession, helping you pitch new business to thrill prospects, and then manage the customer conversation so that you close more sales.
I created the S.C.O.R.E© Selling Method – Five Key Steps to Selling More Effectively.
Corporate clients, startups and solopreneurs can easily integrate it into their commercial programs, and I also work face-to-face to ensure that they implement it with success.
.
I help you make pitches that are thrillers.
What prospects think they want and what they respond to positively are often two different things.
When they ask you to meet with them and make a presentation, or when they attend your talk at a conference, prospects think they want a presentation that’s rational and businesslike.
I help you deliver that… but I help you do a lot more under the surface that’s engaging and persuasive.
I’ve developed a kick-ass pitch method called Storify Your Pitch, 7 Beats to Make Your Pitch a Thriller. With it, we’ll design your pitch around “beats” taken right from thriller novels and blockbuster films that drive excitement and engagement.
Prospects will consider you along with the rest if you give them the rational that they ask for.
But they’ll engage with you, and more often buy from you, when you give them a storified that thrills them.
.
I tell stories for brands.
The tools of great literature can – and should – be woven into brand storytelling.
But your brand won’t be the hero. Your product won’t be the hero. You won’t be the hero.
Your customer will be the hero.
You, however, will be the mentor.
And that’s what clients really want. That’s where the value is!
.
I deliver high-impact keynotes.
If the audience is happy then conference and event organizers are happy. But to be honest, “happy” isn’t good enough. I go for “thrilled.”
.
So let me tell you about my first love.
Writing was my first love. Then I hit puberty, and it was all downhill after that.
Yeah, I’m a hopeless romantic. With that comes the yin-yang of my biggest asset and my biggest flaw in one: I’m an over-communicator.
Upon leaving Syracuse University with a degree in magazine journalism, I worked for a year as features editor on my hometown newspaper near Woodstock NY.
.
Then love called louder than the career.
I bought a one-way ticket to Barcelona, Spain, and moved in with my girlfriend. My Spanish was limited, my Catalan was non-existent, and journalists weren’t easily employable. Good move, huh?
Fortunately, the world of international marketing communications had room for an over-communicator. Since then I’ve worked on some pretty cool stuff: from helping Spanish wine exporters promote and sell their wines in North America, to selling TV rights and worldwide sponsorships to the Olympic Games, World Cup Football/Soccer, and the ATP Men’s Tennis Tour.
.
On my first day on the job selling the Worldwide Olympic sponsorships…
I was asked to go home, pack a bag and get to the airport. I had to pitch an Olympic sponsorship to a global corporation the next morning. Their marketing team was having an offsite in Copenhagen, and agreed to see us. My job was to represent the Barcelona ’92 Olympic Games Organizing Committee and pitch their portion of the worldwide sponsorship rights.
“Say what?”
Knowing only the top-line of the business at that point, I prepared a few simple slides (um, overhead transparencies) and the next day I gave a very simple presentation.
It worked.
.
The pitch turned into a robust conversation!
I came away with one of my biggest lessons in selling. In a pitch, you’re not there to close a deal; you’re there to open a relationship. Both parties came away with a lot of questions to answer.
Three months later, the sponsor signed.
No, I didn’t do it alone. I did it with a great team, and that was another lesson. Your credibility and your trustworthiness skyrocket when the prospect sees a great team. Lone wolf superstars need not apply!
.
I’ve lived in five countries and have had as many career tweaks.
Tweaks is an understatement. Reinventions.
They haven’t always been comfortable. But they’ve defined me.
Today, I divide my time between my home region of Woodstock NY, my kids’ hometown of Luzern Switzerland and the country I really love, Spain – this time, Madrid.
I’ve looped back to writing and public speaking… and love.
.
My mission is to help you sell more effectively…
… to get customers to fall in love with you, to trust you, to happily buy from you.
Best practices in sales comes down to many tools and skills, and one mindset, one heart set. In order to get customers to love you, you simply have to fall in love with them first.
.
A Sale Is A Love Affair.
Let’s talk about love and sales. Contact me here and let’s set up a call.
Or just give me a call! +41 76 43 43 043.