Ray Patterson
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Category:
Speaker, Speaker
Location:
Johannesburg South Africa
Preferred Language:
English
Tags:
Businessman,Facilitator,motivation,Professional Speaker,Sales
Profile:
Ray is a dynamic and experienced Sales Trainer and Conference Speaker with a lifetime’s experience in Sales and Sales Management, and dealing with customers. Everything Ray speaks about when delivering his presentations comes from personal experience, which play a large role in why he has the ability to really connect with his audience.
After spending 16 years working for a few different companies in positions ranging from General Accounts Salesman, Key Accounts Salesman, Sales Manager, Sales Director, Commission only Home Improvements Salesman and Group Manging Director, Ray started his own business. His business was completely reliant on a team of 10 good commission only Salespeople. It was there that he realized his potential as a Successful Sales Trainer. In 1992 Ray started the Professional Sales Association so that Salespeople could have some form of recognition. He started speaking at conferences and loved the satisfaction of “Connecting” with salespeople and inspiring them to be proud of themselves and to be proud of their profession, and the connection they can have with their customers.
Ray bridges the gap between sales knowledge and effective selling through his “R.A.P”® (Responsible, Accountable and Proud) sales training programme. He inspires and reignites salespeople’s passion for selling and gets them to assume responsibility for being sales professionals. Ray believes that salespeople should be proud of who they are and proud of what they do because:
Nothing ever happens until a salesperson sells something!
Ray is a dynamic and experienced Sales Trainer and Conference Speaker with a lifetime’s experience in Sales and Sales Management, and dealing with customers. Everything Ray speaks about when delivering his presentations comes from personal experience, which play a large role in why he has the ability to really connect with his audience.
After spending 16 years working for a few different companies in positions ranging from General Accounts
Synopsis:
PRESENTATIONS by Ray Patterson
There is no such thing as a bad economy in sales. Right now buyers are being careful, easy sales are put on hold and this means that average sales people can’t survive and therefore usually end up blaming the economy for their failure.
In this talk Ray will cover 3 simple things that salespeople can do to change their sales behaviour and start achieving success in sales in 2017.
And remember: Nothing ever happens until a salesperson sells something!
*Latest keynote*
Sales Motivation - “Three things to do in 2017 that you didn’t do in 2016”.
Sales Motivation - “Three things to do in 2017 that you didn’t do in 2016”.
There is no such thing as a bad economy in sales. Right now buyers are being careful, easy sales are put on hold and this means that average sales people can’t survive and therefore usually end up blaming the economy for their failure.
After sitting through countless presentations, customer meetings, sales training sessions, sales coaching and consulting sessions during 2016 I have discovered what I believe is the “Missing link” that is preventing salespeople from achieving success in sales: and that “Missing link” is ATTITUDE!
It is time now for salespeople to stand up and accept responsibility for their own success in sales. Companies are pulling their hair out with frustration at the lack of commitment and energy from their sales teams. When meeting with Sales Managers, Sales Directors, CEO’s and Company Owners in 2016, the one question that always came up was “How do you get salespeople to go out and do what they should be doing?”
And the only answer I could come up with was; “Change their attitudes and change their behaviour”.
And the only answer I could come up with was; “Change their attitudes and change their behaviour”.
Changing behaviour (Sales behaviour) is the key to improving sales performance. However, the only person who can successfully change that behaviour is the salesperson themselves.
Most salespeople have a fairly good idea of what they should be doing. They have the necessary knowledge and skills to succeed in sales but if a salesperson does not have a positive attitude towards their work they will not succeed.
Only when salespeople take responsibility for their own success in sales will their attitudes and behaviours improve.
In this talk Ray will cover 3 simple things that salespeople can do to change their sales behaviour and start achieving success in sales in 2017.
1. Become an “Executioner”. (“Execute” the skills and techniques required for success in sales)
Change the way you think and act in sales by using 3 simple words; “I’m going to…” Successful salespeople are the ones who do things and not just talk about doing things.
Don’t focus on sales targets but rather on the activity required to achieve your sales targets. I.E. How many phone calls, appointments, presentations, proposals, and sales do you need to be doing monthly, weekly and daily to achieve your sales targets?
2. Become a “Change agent”. (Take responsibility for improving your customer’s / clients / prospects attitudes)
One of the responsibilities of being a sales professional is to be positive.
The only way that you can successfully improve your attitude is to take responsibility for improving the attitudes of your customers / clients / prospects and all the other people you meet with daily.
3. Become an “EEE” accredited salesperson. (Energy, Enthusiasm and Excitement!)
In business today most companies rely on their “EEE” accreditation to succeed.
It’s no different in sales. You need to be an “EEE” accredited salesperson to succeed in sales. You need to have Energy, Enthusiasm and Excitement for what you do.
3. When a salesperson is enthusiastic they get excited, and when they get excited their customers / clients / prospects get excited, and when customers / clients / prospects get excited they end up buying.
Any salesperson who goes out and tells their story with enthusiasm, 5 times a day, will achieve success in sales.
SUMMARY.
Take responsibility for achieving your own success in sales.
Stop being “Pushovers” and start being salespeople again.
Don’t spend too much time in the office during working hours, get out of the office and meet “Face to face” with your customers / clients / prospects.
Change your attitude and change your “Sales behaviour”.
Start doing things in 2017 that you didn’t do in 2016.
- Become an “Executioner”. (Do things, “I’m going to…” Rather than “I think what I might do is try and ….”)
- Become a “Change agent”. (Change your customers / clients / prospects attitudes)
- Become an “EEE” accredited salesperson. (Energy, enthusiasm and excitement!)
And remember: Nothing ever happens until a salesperson sells something!
SALES TRAINING TOPICS.
**NB: Clients that would like to book Ray, are required to please assist by following process 'a - d' outlined below. **
a.) From the list of points 1 - 22 (below) indicate which topics need to be covered in the sales straining programme for their company.
b.) Please identify their top 3 from the selection they have made
c.) Send any comments or additional information they would like Ray to consider, when preparing for the presentation.
d.) This information is to be emailed to Guest Speaker as soon as possible.
1. The Foundation for success in sales (Attitude / mind set)
2. “RAP”® Selling. - Getting salespeople to take responsibility for their own success in sales.
3. 5 Key buying decisions. - What makes customers decide to buy a product or service?
4. Prospecting. How and where to find new business.
5. Qualifying. How to properly qualify prospects before meeting them.
6. Making appointments. A professional approach.
7. Asking smart questions. - Getting customers involved in sales conversations.
8. Value based selling. Selling value not price. - Becoming a trusted adviser / expert business partner.
9. Product presentation.
10. Features and benefits. Understanding the difference.
11. Building like and trust.
12. Communication. Communicating your message effectively.
13. Making a good first impression. (10 second elevator pitch)
14. The sales process (General) 12 steps.
15. The sales process (Face to face) 7 steps.
16. Closing. Asking for the business.
17. Overcoming objections.
18. Time management and activity planning.
19. Telephone sales skills.
20. Personality styles. - Understanding how the 4 different personally styles work in sales.
21. Setting and achieving personal goals in sales.
22. How to handle irate clients.
RAP SELLING:
After attending the program you will experience the following:
• You will walk out of the room at the end of the day in a much better frame of mind about yourself and your profession than when you walked in at the beginning of the day.
• You will feel PROUD of being a salesperson and will feel PROUD of your profession.
• You will have renewed energy, enthusiasm and excitement for selling.
• Your attitude will also be greatly improved.
• You will receive practical sales tips that you can take and put into practice the very next day.
• You will become a Professional Salesperson (“R.A.P.” ‐ Responsible, Accountable and Proud).
• You will understand why people make decisions to buy based on emotion and not logic.
• You will understand how and why people buy value and not price.
• You will understand the importance of selling the benefits of your product or service.
• You will focus on creating a “Good buying experience” for your customers.
• You will understand how important it is for your customers to LIKE and TRUST you.
• You will learn how to make a professional sales call instead of “Just visiting”.
• You will learn a 7 step process for taking control of the face to face selling situation.
• You will learn the simple steps for prospecting and qualifying leads.
• You will learn how to ask the right questions to identify needs.
• You will learn how to listen correctly to the customer’s response.
• You will learn that closing is not to be feared – it is the natural conclusion to the sales process.
• You will discover 8 reasons why salespeople don’t close.
• You will learn the 4 essentials for closing including the 9 second closing formulae.
• You will learn how to handle objections with confidence.
• You will get 6 valuable tips to improve your self confidence.
• You will accept that it is your responsibility for improving your knowledge and skills.
• You will learn a simple technique for improving your knowledge – The 30/10 Power Formulae.
• You will have enthusiasm for being the best that you can in the selling profession.
KEYNOTE: “The recession – Excuse or Opportunity!”
Duration: 75 Minutes
Audience: Salespeople, Sales Managers, Sales Directors, Sales support, Anyone responsible for managing Salespeople.
Topic Type: Sales Motivation
Outline
We live in a fascinating world right now. We have all the information and technology to achieve anything and we also have THE RECESSION.
The recession is going to be around for a while. Use it to become indispensable to your company.
Companies have done all the cost cutting and restructuring that they can over the past 4 years. They are now looking to their salespeople to perform.
Times have changed, but not the basics in SALES.
There are 3 types of people in sales. Rep. Order taker. Salesperson. Which are you?
Be enthusiastic about selling and do it because you LOVE it!
Stick your head out and be the best you can.
Know the 5 key buying decisions that customers make.
Selling is simple but not easy.
Don’t take short cuts – work hard not smart!
There is no such thing as a visit or a chat. It’s a sales call on purpose and with a plan!
Use the 7 step “Face to face” sales process and double your sales.
Focus on building LIKE and TRUST.
Selling is helping customers BUY something they want, not SELLING them something they don’t want!
Purpose:
To get Salespeople to see the recession as an opportunity rather than a reason not to sell.
To get Salespeople to stick their heads out and become the best they can. To be INDISPENSABLE!
To get Salespeople to TAKE responsibility, and MAKE things happen!!
To get Salespeople to work hard, not smart, and to become EXPERT ADVISORS to their customers.
To get Salespeople to go back to basics and follow a simple SALES PROCESS.
Summary:
Selling may or may not be the oldest Profession in the world, but it certainly is the BEST!
KEYNOTE: Salespeople should be PROUD of themselves and PROUD of their Profession
The three main points that make a Professional Salesperson are:
Responsibility, Accountability and Pride. ( “R.A.P”™ Selling.)
Sales Training: A simple Sales Process that works!
What the participants will learn
Keynote: Why people make decisions to buy based on emotions and not logic.
Why people buy value and not price. The simple basics in Sales still work!
Sales Training: Practical sales tips that they can take and put into practice the very next day.
•How to make a professional sales call instead of just making a “visit”.
•The 7- step process for taking control of the selling situation.
•8 reasons why salespeople don’t close. 4 essentials for closing.
•6 valuable tips to improve their self confidence.
KEYNOTE: “Be proud of who you are and what you do because NOTHING EVER HAPPENS UNTIL A SALES PERSON SELLS SOMETHING!”
Sales Training: A simple Sales Process that they can use immediately to increase sales.
Benefits for the organization
Keynote: Delegates will have renewed energy, enthusiasm and excitement for selling and will once again look forward to going out and seeing their customers.
Their attitudes will also be greatly improved.
Sales Training: A sales team equipped with skills to improve sales immediately
KEYNOTE: Putting Pride and Enthusiasm back into selling.
Duration: 45 Minutes
Audience: Salespeople, Sales Managers, Sales Directors, Sales support, Anyone responsible for managing Salespeople
Topic Type: Sales Motivation
Outline
We live in a fascinating world of i phones computers and social media and still people buy from people!
Become a “R.A.P.” and not a REP – (Responsible. Accountable. Proud)
Become EEE enabled. (Energy. Enthusiasm. Excitement)
Salespeople should be proud of who they are and proud of what they do.
All people buy the same, they make a decision based on an emotion, not logic.
People don’t buy price, they buy value. Sell the benefits of your product – not the price. Sell the “good feelings” that the customer wants to experience!
Compare selling to some of the other professions.
Selling requires skills and techniques. Stick to the basics.
Most salespeople are not sure what they should be doing, they are spending too much time in the office and not enough time in front of the customer.
See the customer, discuss their needs, present your offer and ask for the business!!
Improve your knowledge and skills and become experts in SALES!!
6 ways to improve your self confidence and your ATTITUDE.
Take action – Tell the world that you are proud of who you are and what you do!
Purpose:
To get Salespeople to feel PROUD of who they are and PROUD of what they do.
To be enthusiastic and excited about going out and seeing customers.
To TAKE responsibility, and MAKE things happen!!
To improve their knowledge and skills and become EXPERTS in SALES.
To see selling as a profession that deserves recognition.
Summary:
Selling may or may not be the oldest Profession in the world, but it certainly is the BEST!
- NOTHING EVER HAPPENS UNTIL A SALESPERSON SELLS SOMETHING!
PRESENTATIONS by Ray Patterson
Ryder:
REFERENCES for Ray Patterson
1.) Sue Nesbitt - Account Manager
Hi Ray
Hi Ray
I wanted to thank you again for the presentation this morning. In my years in the sales industry, I have attended numerous sales focused seminars before, as well as read many books to improve sales motivation and passion, but NEVER before have I walked away with such a practical and simple approach to achieving the desired results. Your approach to Goal Setting has been invaluable to me.
Thank you!
2.) Neil Pattrick - Managing Director
Ray Patterson conducted sales training for my team last week, which we all found very interesting and highly valuable. What I found most valuable and useful was not necessarily the content but the training around the application thereof. As Ray says we all know what we should be doing, but actually applying it to become successful and professional sales executives, requires the application of knowledge through practice and persistence. The training provided that in an entertaining, engaging and useful way.
Ray Patterson conducted sales training for my team last week, which we all found very interesting and highly valuable. What I found most valuable and useful was not necessarily the content but the training around the application thereof. As Ray says we all know what we should be doing, but actually applying it to become successful and professional sales executives, requires the application of knowledge through practice and persistence. The training provided that in an entertaining, engaging and useful way.
It was so successful that within two days of the training two of our sales executives in applying some of the skills taught, closed two big deals at their first appointment.I would recommend Ray Patterson to anyone wanting to improve the skills and professionalism of their sales team.
Kind Regards
3.) Paul Du Toit - CSP
3.) Paul Du Toit - CSP
Rays reputation as a top sales professional preceded him before I saw him deliver his sales keynote speech in front of 400 enthralled sales people at Montecasino this month. Ray is an articulate, animated speaker with a powerful message for any sales force. His RAP principle is spot on. I speak on Relationship Selling myself and can highly recommend Ray as a Sales Speaker at your next conference."
4.) Andrew Horton - Attitude and behavior coach
I had the privilege of acting as MC at an event where Ray was the keynote speaker. His 45 minute voyage of discovery into the intricacies and skills involved in selling, was outstanding and left me with an indelible set of guidelines on how to improve my own selling skills. I commend Ray for a job well done and would freely recommend him a as a keynote speaker on sales or as a sales trainer.
5.) Eric Vermeulen
There are very few speakers and trainers in the Sales arena that have actually walked the walk. Ray is one of them. He has managed to seamlessly move from Top Class Salesperson and Company owner to sales trainer and speaker. Ray's energy and enthusiasm for his subject is palpable. Ray is well-spoken and connects well with South African and International audiences. I can highly recommend Ray as a Sales trainer and conference speaker to motivate your sales team. In his words, "Nothing happens until a sale is made.
4.) Andrew Horton - Attitude and behavior coach
I had the privilege of acting as MC at an event where Ray was the keynote speaker. His 45 minute voyage of discovery into the intricacies and skills involved in selling, was outstanding and left me with an indelible set of guidelines on how to improve my own selling skills. I commend Ray for a job well done and would freely recommend him a as a keynote speaker on sales or as a sales trainer.
5.) Eric Vermeulen
There are very few speakers and trainers in the Sales arena that have actually walked the walk. Ray is one of them. He has managed to seamlessly move from Top Class Salesperson and Company owner to sales trainer and speaker. Ray's energy and enthusiasm for his subject is palpable. Ray is well-spoken and connects well with South African and International audiences. I can highly recommend Ray as a Sales trainer and conference speaker to motivate your sales team. In his words, "Nothing happens until a sale is made.
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