A unique motivational speaker, Duane Cashin brings a new way of seeing the environment and dealing with struggle to every audience. With over 20 years of experience as a top salesman and entrepreneur, Duane draws from his background to deliver the perfect blend of storytelling, humor, passion, and straight talk. He shows that people can tap into those things that truly make them unique to differentiate one’s offering in today’s marketplace. Duane will spark your passion for success and leave you with a vision of your higher purpose to drive you to achieve your personal best.
Achieving Breakthrough Sales Performance: Mastering Prospecting, Qualifying & Closing
Leveraging key foundational selling skills to generate more appointments, build a robust pipeline, and close more business.
When asked if they are satisfied with the number of qualified opportunities in their sales pipeline, the majority of company owners and vice presidents of sales say “No.” This session is specifically designed to convert that “No” to a resounding “Yes!”
This high energy and content rich session illustrates the evolution of buying behavior, and outlines the business and selling skills needed to consistently establish rapport, earn credibility, and build trust in the minds of today’s informed and demanding buyers. A great deal has changed as a result of our ever-evolving business reality. In this session, Duane explores how the strategies and tactics of top producers differ from sale models that are still being used even though they are obsolete.
This powerful session will enable your organization to move the sales needle by re-focusing and re-energizing your Sales Team’s approach to the results generating disciplines of prospecting, qualifying, and closing.
The outcome of this presentation is an audience that understands the rules have changed. Today’s buyers are demanding, knowledgeable, and short on patience. They expect sales professionals to possess solid business acumen, have an understanding of relevant applications, and be able to articulate value.
Selling Value: Price vs. Lifetime Cost
Understanding and accepting the reality that in the absence of value each and every prospect will automatically default to price.
This high impact presentation examines the components of how to skillfully and effectively sell value, while avoiding the “price trap.”
To excel in today’s evolving business reality; sales professionals must possess the skill to demonstrate value. If they don’t, they suffer the consequence of their prospect defaulting to price as their dominant decision making criterion.
Using multiple examples, Duane illustrates that the most powerful approach to building credibility is being prepared to engage in a relevant business conversation where both benefits and consequences are discussed. Professionals must be prepared to talk and leverage their knowledge of compelling business drivers while providing sound application scenarios.
Selling value requires an ability to justify, in dollars and cents, how the customer will benefit from their recommendations. Skilled sales professionals are capable of assessing the prospects current business situation and linking the products and services they offer with the accomplishment of the prospect’s goals.
The outcomes of this presentation are: an understanding of how to articulate the ways your product will meet and satisfy your prospect’s demands, how prospects define value, and what types of evidence you should use as proof that you are capable of making good on your claims.
Sales Management for Peak Performance: Establishing a Culture that Inspires Self-Motivation, Accountability & Quota Attainment
Combining business process with human motivation to create a culture conducive to profitable performance.
The role a Sales Manager plays in a Sales Team’s success is arguably the most important and often misunderstood element in a sales organizations ultimate performance. In this high energy and example rich presentation, Duane illustrates why Sales Managers are uniquely positioned to influence and empower sales professionals to greater levels of achievement. He will explain the actions and strategies necessary for building a sales organization that can be leveraged into a distinct “competitive advantage.”
Duane discusses the art of establishing clear expectations, and how weekly one-on-one coaching and review sessions are instrumental to establishing a culture of accountability and self-motivation.
This session delivers new ideas, information, and actionable insights Sales Managers can utilize immediately to drive productivity and performance.
After this session, Sales Managers will understand what it takes to lead a Sales Team to achieve and sustain new levels of performance to win in today’s evolving business reality.
People with the Power to Say “YES”: Reaching Executive Level Decision Makers and Establishing Rapport
Elevating your business acumen as a foundation for establishing peer-to-peer relationships with executive level decision makers.
Most Sales Representatives want to improve the quality and number of meetings they get with decision makers. They want meetings that feel like conversations, not pitches. Meetings that establish respect and build peer-to-peer relationships. Meetings where decision makers are comfortable opening up and discussing areas of concern and/or opportunity.
When sales people are asked why they’re struggling with securing more appointments with top decision makers, they say things like, “I’m not at their level, and it’s intimidating” or “I just don’t feel confident making contact” or “I feel like I have nothing of value to offer them.”
In this content rich session, Duane illustrates the importance of meeting the expectations of top decision makers by confidently offering insights and ideas designed to help them move their agendas forward. You will gain insight into the business drivers, goals, plans, and objectives occupying the minds of today’s top decision makers, and learn how to engage them in a business conversation.
After this session, the audience will understand that executive level decision makers are under pressure to improve the performance of every aspect of their business. As a result, they are constantly on the lookout for insights and ideas that will support the accomplishment of their objectives.
“Duane helped us restructure our sales organization and put sales activity process in place. As a result we significantly increased our sales. I would recommend Duane Cashin as a sales consultant and motivational sales speaker with no reservations.”
“I have qualified for Presidents Club as a result of your training. The strategies and tactics were real life and I could see myself leveraging them. That made all the difference for me when it came to embracing the material.”
“As a result of your work we have significantly increased our appointments and I would not hesitate to recommend you to any other organization in need of appointment setting and sales training. The training and coaching you provided for our team ensured their approach was relevant, meaningful and enabled them to quickly establish rapport with decision makers. Thank you!”