World renowned speaker, trainer and best selling author.
Tim is the President and CEO of Connor Resource Group and Peak Performance Institute. He has been a full time professional speaker, trainer, coach, consultant and best selling author for 33 years. Since 1973 he has given over 4000 presentations in twenty-one countries around the world to a wide variety of audiences.
Each year over 85% of his presentations are return engagements for the same clients on such topics as peak performance management, effective leadership, customer focused sales strategies, personal motivation, value driven customer service and building positive business and personal relationships.
Each year he also facilitates a number of strategic planning events and meetings for many of his clients and presents several public Boot Camps. He is a results oriented business coach and consultant working with a select few clients each year helping them improve their individual and organization performance.
Tim has been a member of the National Speakers Assn. for over 25 years and he is one of only 400 Certified Speaking Professionals in the world, a designation given by the National Speakers Association since 1979.
He is the best selling author of over 60 books including several international best sellers, Soft Sell, The Ancient Scrolls and Your First Year in Sales. Since 1981 his books have sold over 2 million copies and are in 14 languages and sold in 23 countries.
Tim’s international clients range in sales from 5 million to over 50 billion a year and come from a wide variety of industries including; food, manufacturing and distribution, housing and construction, financial services, hospitality, technology and communication, and personal and professional services.
His presentations are filled with insightful and contemporary ideas and are presented in a riveting and entertaining style.
To discuss hiring Tim for your organization, contact him at:
704-895-1230 (Voice) 704-895-1231 (Fax)
The average attention span of the average adult is 12-14 seconds. If your sales presentation lasts more than 1 minute, don’t flatter yourself thinking that most prospects hear or remember what you say.
In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation. When asked what the prospect remembered 24 hours later, they mentioned only one of the features. Guess which one? Not the first one, or the last one, but the one that related to their need, want, problem, desire or concern.
So what is the key to an effective sales presentation? Only cover the features and corresponding benefits of the issues that are of interest to the prospect. People buy for their reasons, not yours. They buy emotionally, and then justify their decision logically. Therefore a powerful presentation does the following:
1. It comes from the prospect’s perspective.
2. It is interactive.
3. It is a conversation with an agenda.
4. It blends a balance of emotional appeal and logical reasons.
5. It is brief.
6. It lets the prospect tell you what he wants and/or needs.
7. It qualifies interest in the features as you move along.
8. It tests the prospect’s interest along the way with trial closing questions.
9. It adjusts to the prospect’s personality style.
10. It is customized and tailored to each prospect.
Most salespeople go into what I call a “feature dump.” One of the biggest mistakes salespeople make is that THEY TALK TOO MUCH. How about you? Are you giving more information than you are getting?
Most good prospects are ready to buy before they tell you. Just give them a chance, and they will help you sell them.
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com.