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Rick Saldan is an excellent
inspirational speaker who tailored the seminar to the needs of the
individual students being instructed. This office thanks the Mayors Office
of Information Services for having such a vendor.
Timothy K. Lynch
Office of Fleet Management
City of Philadelphia
Rick has a magical approach that provides a clear and
concise message specifically designed to the needs of his
audience. Rick will provide all the motivational magic you
will ever need, propelling your organization to the next
level of greater success.
Thomas Mulhern
Frontier Communications
Rick Saldan is a compelling and absorbing motivational speaker and
magician.I have been to five of his
Motivational Magic presentations and it is amazing how he keeps our
college audiences on the edge of their seats.
A highly entertaining performer with great comedy flair. Rich content to
increase students' productivity, peak performance and motivation. If you
need an outstanding motivational speaker for colleges, Rick is definitely
one of the world's greatest speakers and magicians!
Dr. Rob Gilbert, Sport Psychologist,
Montclair State University
Rick Saldan has the wit, wisdom and sorcery of a wizard. He
has a dynamic personality, and all will enjoy his
captivating stories, comedy and magic!
Dennis Slaughter
Credit Suisse First Boston
Rick Saldan delivers a first-class show! A pro in every
sense of the word. Funny, unique, entertaining and polished.
Brian Letscher, Actor
Hawaii Five-O, NCIS, Cold Case, Law & Order and The Mentalist.
Rick Saldan is a wonderful combination of master magician, comic
improviser and first class speaker. The audience loved his program, which
was music to our ears. If you love celebrity motivational speakers such as
Tom Hopkins, Dale Carnegie and Zig Ziglar, then you'll love Rick!
Dottie Burman, President
Burtley Productions, Inc.
Rick Saldan
is an incredibly talented performer and motivational speaker with great insight. He shares many powerful
motivational messages that will enhance your life for the better!
Jack Murray, President
Dream Illusions
Rick is one of the best inspirational speakers on
the scene today. Funny, fun loving and highly energetic. If you want to
make your next event into an extraordinary one, then invite professional
speaker Rick Saldan and his amazing Motivational Magic.
Andres Lara, President
Inspiration Times Magazine
How to Shorten the Selling Cycle and Reduce Buying Stalls Author: Doug Staneart
The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.
If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not something people can see, touch, or feel. So the reasons for your prospects to buy have to be vivid, logical, and emotional. There has to be a reason for them to buy NOW, or they’ll put off making the decision until later.
When you sit down with a prospect, ask a lot of questions about the prospect related to your product or service to get the person to tell you what is important in his/her life.
If you are selling a tangible product, you might ask questions like the following:
-- What do you like most about your current product?
-- What do you like least?
-- If you could change anything about the product you have now, what would it be?
-- Has any needs changed hat makes buying a new product different than the last time you bought (bigger family, etc.)?
-- Why do you want to buy a new product?
If you are selling an intangible product, then questions like the following might be more helpful?
-- At this point in your family/career, are you more concerned with getting ahead, security, planning for the future, creating a legacy, being esteemed by other, etc.?
-- Is that different from what your focus was two years ago? Five years ago? Ten years ago?
-- Where do you see yourself in three to five years?
-- What kinds of things have to be put in place to in order for you to accomplish what you have planned?
The answer to these and other questions may help you determine what is most important to your prospect. Now, just look to see what types of products/services you supply that can help the prospect get what he/she wants.
For instance, if you sell insurance, you have to realize that NO ONE wants insurance, but they may want the things that insurance provides like security. Or if you sell real estate or cars, the car or house may not be nearly as important to the prospect as the status that each may provide. So if during the questioning period, you find out that your prospect is most concerned about security for his/her family, then you’ll show the prospect how the policy you sell will give the family security, or the house you have in mind is resistant to forces of nature, or the car you sell just won Motor Trend’s safety award.
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as well.
During the close, give them options like, 1) buy this now, 2) wait a year, 3) wait five years, 4) wait ten years, etc. Shem how much they will miss out on if they wait (higher premiums, less return.) Show what might happen if circumstances change between now and the time they buy.
Give them options, and they will probably choose to buy now.
Doug Staneart, doug@sales-leader.com, is CEO of The Leader’s Institute, http://www.sales-leader.com , specializing in sales training, public speaking, and team building training for individuals and groups. He can be reached toll-free at 1-800-872-7830.
