Marc Wayshak is a data-driven, science-based motivational sales speaker and best-selling author of two books on sales and motivation. Learn more about his ground-breaking program as a data-centric motivational sales speaker.
High Velocity Selling in the New Economy: A Data-Driven Program for Sales Teams
Everything has changed for salespeople over the past few years. In today’s hyper-connected world, where prospects can easily find information on products and services, salespeople must adapt or face the consequences.
The best sales motivational speakers use hard data and science to change the way your salespeople look at selling today.
Prospects no longer want or need the old-school approach to selling—that is, a persuasive and enthusiastic pitch for a product. The same goes for prospecting techniques, which must change to fit the way prospects are conducting business today.
But many salespeople still sell the old-fashioned way, leading to the following problems:
- Failing to reach the C-suite—or the highest appropriate decision-makers
- Being outsold by low-cost competitors
- Getting lost in a sales cycle that seems to drag on forever
- Achieving inconsistent sales results due to a weak pipeline
- Failing to achieve monthly goals due to inconsistent prospecting
- Failing to effectively listen to prospects during selling situations
- Struggling to sell on value
- Not receiving enough referrals from existing networks
Do any of these issues sound familiar to you? If so, your sales team will benefit greatly from the best sales motivational speakers data-driven approach. High Velocity Selling in the New Economy is Marc’s motivational program designed specifically for sales teams experiencing these problems.
As the top motivational sales speaker, Marc Wayshak is also a frequent contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He serves as a motivational sales speaker to audiences around the world over 100 times per year.
Marc’s Data-Focused Motivational Sales Speech Shows Sales Teams How to Dramatically Increase Sales
As Marc shares with his audiences, winning the business of well-informed prospects is very similar to winning in sports. Consistent success—both in sales and on the field—requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In the motivational sales speaker highly interactive program, participants will learn:
- How to separate themselves from the competition
- How to use a powerful system to close sales more quickly and with greater frequency
- How to develop a playbook of prospecting activities
- How to maximize the outcome of sales efforts without actually increasing effort
- How to think like a championship salesperson
Immediate takeaways from this motivational sales speaker program include:
- Phone and in-person conversation scripts to use during sales interactions
- A clear day-to-day plan for achieving sales goals
- The blueprint for an easy-to-apply, fool-proof system for selling
Past motivational sales speech participants have reported that they:
- Close more sales than ever before
- Increase their average sale’s transaction size
- Sell more frequently to current clients
- Develop a specific strategy to achieve sales goals
Not sure if this motivational sales speaker is right for your sales team? Contact Marc directly to discuss his other programs for salespeople.
Or if you’re not looking for a motivational sales speech, but rather a sales management program, take a look at these popular programs:
Marc Wayshak is one of the best sales motivational speakers. If you’re planning an upcoming annual meeting, sales kick-off, or association event—or if you’re in the market for sales training—consider including one of Marc’s motivational sales speaker programs to launch the event to the next level.
Contact the motivational sales speaker right now to find out about booking Marc for your next event!
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Also, here are some of the sales strategies taught by Marc Wayshak:
Motivational Sales Speaker Tip #1: Let go of low-level buyers.
Over the years as a motivational sales speaker, Marc Wayshak has found that most salespeople focus their time and energy on low-level buyers and managers. Why? Simply because they’re less intimidating to pursue. While that may sound appealing at first, the truth is that these people just don’t have the power or budget to tell you yes. In fact, it’s their job to save the company money by telling you no. That’s why one of the top tips from motivational sales speakers is all about letting go of those low-level buyers. C-suite prospects, on the other hand, are rewarded for increasing revenues and profits by investing in the right solutions. Focus on CEOs and VPs to start closing more and bigger sales than ever before.
Motivational Sales Speaker Tip #2: Be a peer to C-suite prospects.
If you’ve been too intimidated to pursue C-suite prospects, you’re probably thinking of yourself as a salesperson rather than a peer. It’s time to start thinking like a peer—which is exactly what Marc tells his clients when they bring him in as an expert motivational sales speaker. If you don’t see yourself as “worthy” of selling to CEOs and VPs, you won’t have the confidence to close big sales. Instead of viewing yourself as a lowly salesperson landing a meeting with a big fish, start seeing yourself as a peer to these prospects. Never talk “up” to them, and sell as if you belong in their office. This is the mindset it takes to close massive sales with executives at big organizations.
Motivational Sales Speaker Tip #3: Focus on bottom-line results.
Old-school motivational sales speakers will often tell you to highlight your amazing customer service or low prices, but this technique simply doesn’t work with valuable prospects in today’s market. In fact, being a more expensive option can even work in your favor if you’re going to get them the best return on investment. High-level prospects only care about solving their organization’s problems and increasing their profits, so focus on that bottom line and drop the rest of the “fluff” from your sales presentations.
Motivational Sales Speaker Tip #4: Frame your presentation around case studies.
Feature and benefit presentations have been around for more than 100 years, so your prospects have heard tons of these boring presentations. The best sales motivational speakers, like Marc, remind listeners to drop the one-sided approach and center sales meetings around case studies instead. Think of examples of customers you’ve worked with, what problems they needed to solve, how you helped, and what results they enjoyed. Then, frame your presentations around those case studies to tell a story that keeps prospects listening and engaged.
Motivational Sales Speaker Tip #5: Get feedback throughout your presentation.
If you’re the only one talking during a sales meeting, you have absolutely no idea how your prospect is reacting to the information you’re sharing. Then, when you get to the end and find out that the prospect is completely uninterested in your product or service, you have no idea where you went off track. To help their salespeople avoid this common pitfall, many organizations turn to Marc as an expert motivational sales speaker. He suggests asking quick, feedback-inducing questions throughout the presentation. Simple prompts like, “Does that make sense?” or “Do you get what I mean?” are all it takes to ensure you and your prospect stay on the same page right to the final close.
Motivational Sales Speaker Tip #6: Avoid common objections.
As a motivational sales speaker, Marc is frequently asked by salespeople how to respond to objections like, “Your price is too high,” “This just isn’t the right time,” or “I don’t have the budget for this.” By asking how they should respond, however, they’re already approaching these objections the wrong way. When brought in as a motivational sales speaker, Marc teaches salespeople to focus on avoiding those objections altogether—by helping the prospect articulate the exact value of solving their key challenges before even approaching the cost of the solution.
Motivational Sales Speaker Tip #7: Shoot for a 10:1 value to cost ratio.
When you ask your prospects to articulate the value of solving their key challenges, you may not want to accept the first number they tell you. In fact, as a motivational sales speaker, Marc teaches that if the cost of their challenges isn’t at least 10 times the cost of your solution, you’re likely going to run into trouble when it comes time to present your proposal. If a prospect’s estimate of the cost of challenges seems low, remember this motivational sales speaker tip. Then ask thoughtful questions that guide the prospect to see the opportunity cost of not working with you.
Motivational Sales Speaker Tip #8: Sell something you believe in.
It’s unbelievable that old-school motivational sales speakers still claim that a great salesperson can sell anything to anyone. A great motivational sales speaker teaches salespeople not to waste time on selling something that the ideal client doesn’t need and want. Answer the following question honestly—is what you’re selling desirable and necessary to your ideal client? If not, it doesn’t matter how great your presentation is; people still won’t want to invest in your solution. If you want to succeed in sales, make sure you’re selling a solution that is both necessary and desirable.
Motivational Sales Speaker Tip #9: Focus on your prospect’s challenges.
It’s time to stop thinking of your product or service as an offering and start thinking of it as a solution. This means that the focus of your sales meetings should be determining your prospect’s top challenges and whether or not your product or service will actually solve those challenges. A great way to practice this motivational sales speaker tip is to suggest a few common challenges you’ve observed in the marketplace, and then ask, “Do any of these ring true to you?” This approach shows off your expertise in the field and engages them in a conversation around challenges you can ultimately help them solve.
Motivational Sales Speaker Tip #10: Make the sale personal.
Marc Wayshak doesn’t teach that you should take it personally when a prospect does or doesn’t buy for you. Instead, as a motivational sales speaker, he outlines how to make the sale personal to your prospect. Even if your prospect is able to articulate the exact dollar value a challenge is costing the organization, you shouldn’t assume that finding a solution is personally important to the prospect. Instead, ask probing questions like, “What would solving this problem mean for you personally?” to implement this motivational sales speaker tip, connect your solution to their personal motivations, and ultimately close more sales.
Motivational Sales Speaker Tip #11: Get clear on your prospect’s authority.
Have you ever really hit it off with a prospect, gotten to the end of your presentation, and then heard, “This all sounds great! I’m just going to have to run it by so-and-so and then get back to you.” If so, you may need to bring in a motivational sales speaker. This response you’re getting often marks the beginning of the end of your sale, and it all happens because you aren’t clear on your prospect’s authority. Before you dive into a sales meeting, simply ask, “Jim, what’s your typical decision-making process for a project like this?” This will ensure you know who the decision makers are before you ever start presenting your solution.
Motivational Sales Speaker Tip #12: Don’t be afraid to get a budget.
It’s pretty normal in our culture to feel nervous about broaching the topic of money, but failing to get a budget is setting you up to miss a sale you should’ve closed. This is why Marc teaches audiences how to overcome those deeply ingrained hesitations when brought in as a motivational sales speaker. Without a budget, you’ll either shock the prospect with a price they can’t afford or leave so much money on the table that you cheat yourself out of some serious profits. Avoid these outcomes by asking for a budget before you ever get to the presentation, and you’ll be able to put together a proposal with confidence.
Motivational Sales Speaker Tip #13: Outsource operations and emails.
Salespeople should really be focusing on one thing and one thing only: closing sales and making money. However, as an experienced motivational sales speaker, Marc has found that most salespeople waste countless hours every day on tasks that don’t make any money at all, like operations and emails. Not only do these distractions waste valuable time, but they also break your concentration again and again, making it difficult to focus on your real priorities. As a simple start to this motivational sales speaker tip, limit your email-checking to scheduled times—no more than 3 times a day—and outsource the things that don’t make you money to someone else’s desk.
Motivational Sales Speaker Tip #14: Replace your to-do list with an objectives list.
You’ve probably been taught that to-do lists are the key to smart time management, but a good motivational sales speaker knows that’s just not the case for salespeople. That’s because to-do lists are full of tasks that don’t make you money and have no clear prioritization or deadline. As an expert motivational sales speaker, Marc teaches the power of an objectives list, where every item is centered around the goals that make you money and is organized by priority and deadlines. Only focus on those things which are most important—it’s best to limit yourself to no more than a couple of objectives in any given week.
Motivational Sales Speaker Tip #15: Disqualify tire-kickers early.
The best sales motivational speakers never encourage salespeople to look for a sale where there isn’t one. Tire-kickers who are never going to actually invest in your solution are only distracting you from closing big sales with ideal customers. Unfortunately, in his time as a motivational sales speaker, Marc has found that the typical salesperson is spending at least 15 to 20 hours each month with tire-kickers who will never buy! Instead of watching that time—and your potential profits—go down the drain, disqualify prospects early on in your sales process when it’s clear they aren’t a good fit based on need or budget.
Motivational Sales Speaker Tip #16: Stop trying to close sales.
This may sound like bad advice from a motivational sales speaker, but if you’re obsessed with closing sales, you’re going to come off as high-pressure to prospects—and when prospects feel pressured, they’re far more likely to give you a wishy washy response like, “I just need to think it over.” Instead of relying on pushy closing techniques, try Marc’s motivational sales speaker tip instead. Focus on asking good questions throughout your sales meeting, establishing the value of your solution, and getting on the same page about budget. If you do, the closes will come as a logical next step.
Contact the motivational sales speaker to find out about booking Marc for your next event!
Sales Motivational Speaker Tip #17: Dig deeply into challenges.
Most salespeople believe that selling conversations are an opportunity to focus on selling their offering. They couldn’t be more wrong. As a top sales motivational speaker, Marc Wayshak teaches salespeople that they should focus on discovering and understanding their prospects’ deepest frustrations instead. Your salespeople must start asking questions to understand what’s going on in their prospects’ organizations, including what solutions they’ve already tried, and what isn’t working. As the best sales motivational speakers know, prospects’ answers to these questions will reveal extremely valuable information. That information will ultimately prepare your salespeople to present their solution in a more compelling way. In the end, your sales team can create more value for offerings when they know more about their prospects—and walk away with much bigger sales. There’s no need to rush this discovery process. Sometimes, salespeople need to dig for over an hour in order to fully understand their prospects’ key challenges.
Sales Motivational Speaker Tip #18: Define the delta.
The delta is the difference between where prospects are now and where they would like to be. The best sales motivational speakers understand that identifying this gap is crucial to closing huge sales with massive companies. When your salespeople are in a meeting with a prospect who needs what they sell, they should simply ask, “If you were able to solve these challenges, what do you think that would mean in additional revenues?” The prospect might, for example, respond that the right solution would easily mean $10 million more in revenues. In this case, that one question will have created massive value, because the prospect openly acknowledged that a solution—potentially your company’s solution—is worth a whopping $10 million in revenues.
Sales Motivational Speaker Tip #19: Establish a budget.
In our culture, it’s often ingrained in people’s minds—even as early as childhood—that it’s rude to talk about money. While that may be helpful for most social settings, that reticence will only hold salespeople back from success. Failure to talk about money in a sales meeting will lead to one of two negative outcomes: shocking prospects with a price they could never afford or leaving money on the table by presenting a price that’s far too low. That’s why leading sales motivational speakers remind salespeople to always establish a budget before presenting a proposal or price.
Sales Motivational Speaker Tip #20: Start with a strong “why.”
Sales can be an extremely lucrative career—but like most good things in life, success doesn’t come without hard work and perseverance. In order to make it, salespeople have to overcome being hung up on, stood up, and rejected. That’s why many sales motivational speakers advise starting with a strong “why.” When a salesperson gets crystal clear on the personal factors that keep them motivated, they’ll have the strength to work through the hard days and ultimately succeed in sales.
Sales Motivational Speaker Tip #21: Get realistic about the stakes.
Many salespeople are paralyzed by fear; it’s what holds them back from going after big sales and high-level prospects. In order to overcome this fear, the best sales motivational speakers will tell salespeople to get realistic about what’s at stake. Working in sales is a lot like playing a sport. The consequences are pretty small. If a salesperson blows a sale, he or she may miss out on that one opportunity, but there are no lasting consequences on career or finances. By viewing sales as a game and following this sales motivational speaker tip, salespeople can overcome their fear, build sales confidence, and close bigger sales than ever before.
Sales Motivational Speaker Tip #22: There are no perfect moments.
As a sales motivational speaker, Marc Wayshak often compares selling to trying to fly a plane on a windy day—except in sales, every day is windy. This means that salespeople can’t sit around waiting for the perfect moment to pick up the phone, ask for an introduction, or meet with a C-suite prospect. Instead, they have to seize every moment to sell without over-analyzing, over-researching, and overthinking each opportunity. A salesperson who follows this tip from leading sales motivational speakers will make mistakes, learn from them, and become more successful than the one who sits around waiting for the perfect day to begin.
Sales Motivational Speaker Tip #23: Know the prospect’s authority to decide.
One of the most common mistakes Marc Wayshak has seen salespeople make in his experience as a sales motivational speaker is failing to nail down the decision-making process. Salespeople should never assume their prospect has the authority to invest in their offering. Even if they’re meeting the CEO of an organization, there’s always a chance that CEO has to run decisions by a board or some subordinates. Fortunately, it’s easy to avoid this mistake and follow this sales motivational speaker tip. Salespeople can simply ask something like, “Susan, what’s your typical decision-making process for a project like this?” early in the sales process in order to know what will need to happen before they can close the sale.
Sales Motivational Speaker Tip #24: Let prospects articulate the value.
Salespeople articulating the value of their offering is good—but having the prospect articulate the value of the offering on their own? Even better. In order to follow this sales motivational speaker tip, salespeople should ask questions like, “If you were able to solve the challenges we’ve discussed, what would that mean in increased revenue for your organization?” By having the prospects do the math themselves, salespeople can help prospects recognize and articulate the immense, tangible value of a solution.
Sales Motivational Speaker Tip #25: Make challenges personal.
Sales motivational speakers will often teach salespeople to dig into an organization’s key challenges and objectives. While that’s certainly important and a great place to start, this sales motivational speaker tip takes it a step further. Just because a prospect can describe a challenge the organization is facing doesn’t mean the prospect is personally affected by the problem. To really motivate prospects to invest in a product or service, salespeople should ask questions that link the corporate objective to a personal objective the prospect really cares about.
Sales Motivational Speaker Tip #26: Interest is old-school.
Old-school sales motivational speakers often teach that salespeople should find prospects who express interest in their product or service. The problem with this outdated advice is that it leads salespeople to focus on their offering rather than the prospect. In today’s marketplace, salespeople must engage prospects in conversation around their organization’s challenges—not their interest in a product or service. Only then can salespeople truly connect with prospects and present a solution that people want to buy.
Sales Motivational Speaker Tip #27: An offering should be desirable and necessary.
Anytime a sales motivational speaker promises to teach salespeople how to sell anything to anyone, that should be a red flag. Great salespeople don’t succeed by persuading prospects to buy something they don’t want or need. Instead, they remember this sales motivational speaker tip and make sure they’re selling something that is both desirable and necessary to their ideal client. When salespeople know they’re selling something of value and take that offering to prospects who have the power and budget to invest, success will follow.
Sales Motivational Speaker Tip #28: Listen more than talk.
Many salespeople who think they’re great listeners still talk far more than they should in sales meetings. As a sales motivational speaker, Marc Wayshak has worked with tons of salespeople and found that the most successful ones never talk for more than 15% of a sales meeting. When salespeople ask thoughtful questions and listen carefully, they’re far more likely to be seen as experts in their industry and earn the trust of high-level prospects.
Sales Motivational Speaker Tip #29: Find out if there’s a fit.
Not every prospect a salesperson meets will be a good fit. Some won’t have the authority to say yes, others won’t have the budget to invest, and others won’t even have the particular challenges that the offering can solve. The best sales motivational speakers advise salespeople to make it a priority to determine early on in a sales meeting if a prospect is a good fit—then quickly disqualify those who aren’t. By following this sales motivational speaker tip, salespeople will stop wasting their time on dead-end meetings and move on to qualified customers who are far more likely to buy.
Sales Motivational Speaker Tip #30: Repetition is key.
Top-performing salespeople aren’t out there trying to find the secret to quick and easy success in sales. Instead, they’re putting in the work day after day to keep their pipeline full and close sales with big clients. This sales motivational speaker tip isn’t glamorous or sexy, but it’s true. Instead of reinventing the wheel, salespeople have to find what works, then do it again and again and again. When it comes to crushing sales goals, repetition really is key.
Sales Motivational Speaker Tip #31: Leave emotion out of it.
In his years as a top sales motivational speaker, Marc Wayshak has found that highly emotional people rarely make it in sales. Salespeople typically bounce back and forth between big victories and harsh rejection. Those who let those ups and downs affect them deeply will quickly burn out. This is why sales motivational speakers teach salespeople to leave emotion out of their work—even when it comes to celebrating a win. In order to succeed, salespeople should acknowledge their wins and losses, take a moment to recognize what they’ve learned, then move on to the next prospect.
Sales Motivational Speaker Tip #32: Nice guys don’t close sales.
Prospects simply don’t trust the “yes man”—the guy or gal who will immediately agree to anything they think will help close a sale. Instead, they want to work with a salesperson who is an expert in the industry and willing to tell it like it is. That’s why sales motivational speakers teach salespeople to stop being pushovers and to carry themselves with confidence. Salespeople who ask provocative questions and challenge prospects to think differently about their situation are far more likely to close sales than the nice guy or gal who lets others walk all over them.
Sales Motivational Speaker Tip #33: Don’t come across as needy.
Every salesperson has times in their career when they really need to close a sale to meet their goals or even just pay the bills—but they should never let a prospect know that. Salespeople who follow this sales motivational speaker tip and act as if they don’t need a sale will be more confident, more willing to disqualify a bad fit, and ultimately more likely to close the sale. As a sales motivational speaker, Marc Wayshak teaches salespeople to sell in a way that causes prospects to see them as financially independent experts who have more to offer than gain from any given sales meeting.
Sales Motivational Speaker Tip #34: Diagnose rather than sell.
When salespeople enter a meeting desperate to close a sale, they will focus far more on their product or service than the needs and wants of the prospect. Sales motivational speakers like Marc Wayshak teach salespeople to think like doctors—not salespeople. When a doctor meets with a patient, they ask thoughtful questions and seek to fully understand the problem before making a diagnosis. Salespeople who follow that example by seeking to diagnose a prospect’s problems rather than pitch a product will be viewed as experts, trusted by prospects, and close more sales than those who don’t.