Michael Vickers

Selling in Turbulent Times - Strategies & Tactics to Employ When No One is Buying
Whether it's a stagnant economy, a national tragedy, a shift in consumer needs or Mother Nature wreaking havoc, these types of changes can be massively disruptive, even paralyzing.
Don't "sit tight and ride it out" when crisis strikes. True professionals in selling hit it straight on.

During this important training, you will learn how to:
• Amp up your productivity working remotely.
• Insulate your clients against competitive erosion.
• Reduce sales resistance and overcome the client's fears.
• Accelerate the buying cycle.
• Maximize opportunities in a down cycle.
• Avoid the discounts, use the 5 Customer Values.
• Block out the negative hype and distractions. Get focused!
• Plus lots more...

Becoming Preferred: Up-Leveling the Brand Experience - the Key to Market Sustainability
Having a great brand in today’s competitive marketplace is essential for survival. Goods and services are no longer enough. To take your brand to the next level, it’s important to enhance the entire brand experience.
This program delivers the strategies and tactics necessary to up-level your brand experience so that you can become the emotional favorite in the markets you serve. Your team will learn how to effectively elevate all customer touch points both internally and externally, and learn how to create brand alignment through all distribution channels. One of the greatest opportunities to differentiate your goods and services and build value for your customers lies in your brand experience strategy.

During this program, you will learn how to:
• Think about your client’s experience from their point of view.
• Design an elevated brand experience play book for your team.
• Identify the customers stress, remove it, and connect in
a meaningful way.
• Up-level your current product or service offering.
• Create an experience that generates word of mouth advocacy.

Becoming Preferred: How to Outposition, Outsell and Outservice Your Competition
Based on Michael’s best-selling book “Becoming Preferred”, this program will teach you the latest state-of-the-art strategies and tactics to give you a competitive advantage that will help you Outposition, Outsell and Outservice your competition. The purpose of this program is to help place you and your company in the preferred position every time and show you how to establish a powerful sales and service process that builds value and accelerates the sales cycle.

During this program, you will learn how to:
• Break your personal and organizational revenue ceiling.
• Exceed customer expectations with “high touch“ strategies.
• Create Distinctive Value in a crowded marketplace.
• Achieve the three levels of “Preferred Status”.
• Employ the five customer values for maximum value creation.
• Build long-term economic relationships of trust.
• Insulate your customers against competitive erosion.

Dance of the Rainmaker: Creating Authentic Differentiation in Today’s Competitive Marketplace
In business, Rainmakers are the rare breed who bring in new business and win accounts with almost magical ease, generating substantial new business from markets that might seem to others to be too challenging. Rainmakers see opportunity where others see only defeat. And it’s no surprise that Rainmakers are the most highly sought-after sales professionals in every industry. In this presentation, Michael shows you exactly what it takes to ascend to the elite level of the Rainmaker and how you can achieve greater success in your sales career and your life.

During this program, you will learn how to:
• Effectively differentiate your offering from the competition.
• Build relationships of trust quickly.
• Get a bigger share of the customer through “customer centered growth”.
• Match your sales strategy to the customers buying style.
• Identify new market opportunities in a congested marketplace.
• Create a question protocol for greater conversations and connection.
• Align the customers buying style with your selling style.
• Confirm more business with the new model of selling.
• Get your people to do the right activities at the right time, with the right people.

Becoming Preferred: Nine Triggers to Booking the Business
We all persuade every day. In our personal and professional lives, our ability to influence or be influenced can have a significant impact on us. Effective persuasion requires an understanding of the true needs of the person we are persuading. Understanding the client’s criteria for action and presenting information or solutions in a way that is congruent with their desires will activate the brain’s internal triggers for making decisions and improve your sales effectiveness. Persuasion & Influence is more of a science than it is an art. It is a process, not an event.

In this entertaining and informative presentation, Michael will share with you the Persuasion model and the steps to build your strategy on. He will also identify and show you how to employ the nine emotional triggers that clients use to make their purchasing and investment decisions.