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Jeff is an author, broadcast personality and lawyer – as well as one of the most impactful sales & service speakers we have encountered. Want world-beating sales results? Jeff's customized “Referrals: Your Road to Results” learning-system, helped one financial services client—generate $230 million directly from referrals, in only 23 months!

For over two decades, Jeff has shared his positive and profit-producing messages with countless Fortune 500's, closely-held businesses, entrepreneurs and associations worldwide. A Who's Who of insurance and financial clients include: Washington Mutual, NY Life Insurance, H.D. Vest, Million Dollar Round Table, Lincoln Financial, Equitable, Allstate, Thrivent, Citicorp Diner's Club, Blue Cross Blue Shield.

Jeff is a Contributing Editor to several magazines and newspapers. His books include: Opportunity $elling, RESULT$, and Peak Your Profits, which was also published in S.E. Asia and selected by Fast Track as "one the best business tapes of 2002". He is a Certified Speaking Professional.

His new book Stop Whining! Start Selling! was released in December 2003 by John Wiley & Sons and has achieved Bestseller status on Amazon.com.

Jeff resides in the Chicago area.

Program Descriptions:

Opportunity Selling/Your Path to Profit

You’ll learn:

the 6 crucial steps in the selling process
profit-producing strategies to overcome objections
translating features into benefits
up-grading the sale
selling to a customer's buying style
prospecting for profit
lead generation
listening for profits
improved questioning/probing skills
why relationship building is crucial for long-term success

The Customer Commitment

You’ll learn how to maximize every customer contact to promote loyalty and profitability including:

how to keep you customers from going to the competition
4 strategies to handle the nasty or complaining customer
why building relationships means increased profits
the 10 dimensions of service quality
listening for profits
how to devise a customer service/marketing plan
what is your "mission"
10 things you should never say to a customer
optimizing the initial contact
an easy to follow but profit-producing formula for success

Referrals: Your Road to Results

Referrals are an untapped market. Without them, you are innocently bypassing millions of dollars in potential business. They are leads with virtually no acquisition cost. Learning outcomes of this speech/workshop feature:

the secret of third-party testimonials
strategies to ask for referrals
how to develop a referrals network
how to leverage a prospect that you can't help
obtaining valuable information about a referred lead
how to contact and communicate with a referred lead
how to "fly the friendly skies" with the four different referral classes:
1. Economy class
2. Coach class
3. Business class and
4. First class
how to help your current customers and clients look like "referral heroes"
how to create an on-going "parade of progress"

Other Requested Topics: Change, Management, Marketing, Motivation, Negotiation, "Create Your Own TV Telecast".

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