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• Keynote Descriptions

Sales Speaker
Garrison Wynn

Motivation + Customized Sales Solutions + Professional Humor = REAL VALUE!

Sales keynotes and breakout sessions

Your call center sales program was very effective! We had an immediate jump in sales after the keynote. It also helped some of our people to transition from order-taking to helping customers make decisions. We look forward to having you back. AirTreks.com

How to Win an Unfair Fight: Selling in Difficult Circumstances

This high-energy, entertaining sales program is based on a study of 5,000 top performers in 21 industries who succeeded under difficult circumstances even when their competitors clearly had the edge. In anonymous interviews, these top performers divulged the specifics about what they did to succeed. This session looks at those factors and gives you a repeatable process to create your own advantages.  

• How to get people to buy in a challenging economy
• Winning the deal against the entrenched competition
• Selling to difficult people
• Getting the sale when you’re the highest price in the market 
• How to win against larger, more established companies
• How to get responses from busy decision makers
• How to establish value in a commodities market
• How to use the competition’s advantages against them
• Develop a repeatable selling process without reinventing yourself

The Truth about Sales Success™: Motivational Sales Keynote

A decade of Wynn Solutions research reveals what makes top sales people so effective – and it's not what you'd expect! If you enter this keynote session expecting to learn all about best practices and superior products, you'd better read the title again. Standout success in a difficult economy often comes from personal advantage – whether it's cosmetic, leadership communication, personality, resources or access to privileged information.

Top performers rarely acknowledge this because it tends to make their success sound less impressive or undeserved. Prepare to laugh and learn as Garrison leads program segments that include:

What the top 1% do differently and why they won't tell you

• Being influential with your customers in a down market
• People don't choose what's best; they choose comfort
• The truth about trust: How to get customers to listen to you
• Dealing with different agendas and beliefs
• How to get customers to think differently: Getting buy-in on buying

Selling skills we need to remember

• Asking good questions and presenting effectively
• Handling objections, making sure customers feel heard and closing
• Making deals stick

Don't let the media tell you what your life looks like!
Good news does not sell newspapers!

• The truth about recessions and downturns
• How your belief system about the economy affects your ability to sell: The research

Success lives in you

• Dealing with our resistance to change
• Action and adaptability create opportunity
• Never forget your value

View additional keynote or breakout sessions that can be customized for a sales audience.

Thank you for the great job you did presenting to our staff. This is a tough group of seasoned professionals, so our choice of presenter was critical to ensure our objectives were met. You did an excellent job of addressing the specifics we identified and accomplished that with humor and grace. Most importantly, feedback from our staff was highly positive and we have had a 23% increase in sales. The Royal Bank of Scotland

Why Choose Sales Speaker Garrison Wynn?
When you hire the right keynote speaker, your audience leaves energized, entertained, educated and alive with possibilities.

Sales speaker Garrison Wynn has worked with some of the most successful sales people in the world.

Garrison has 20 years of selling experience and has conducted programs for companies and organizations such as American Express, Nortel Networks, Komatsu, Baker Hughes, Prudential, Exxon Mobil, Chevron Texaco, Empire Machinery, UPS, The US Navy, The Department of Defense, and Shell Oil.

He has been the top salesperson with four different companies in three different industries. He has also hired and effectively managed sales forces with top producing salespeople. Wynn Solutions has conducted a five-year study on the day-to-day activities of 5,000 of the most effective salespeople in 323 organizations across 21 industries to learn what makes them successful. This study also assembles the feedback from the top producing sales managers on how to identify talent during the hiring process and create a culture of sales excellence His new book, The Real Truth about Success: What the Top 1% Do Differently and Why They Won't Tell You, is available in all major bookstores.

Garrison understands that you know more about your challenges, successes and people than anyone else. He will work with you to customize the program(s) for maximum impact.

Sales Articles by Garrison Wynn

• Losing The Sale
• The Keys to Sales Success
• Sales article: Creating value

Sales Speaker Recommendations

You spoke at our rally last month. The response was phenomenal. We believe you made a real difference in the morale and education of our people. Thank you for the effort you put into your research. The knowledge of our industry was the key. I personally have benefited from your relationship approach and have increased my average monthly performance by approximately 25% accordingly. I have been in sales for several years and I feel that I learned as much in the one hour we had with you as I did in the entire year prior. ALLTEL

• Read an extensive blog review of Garrison's sales keynote at Oracle's Executive Business Summit by Thom Singer
  
  
• Read more client recommendations

Your presentation and “delivery” of the material was perfect for our sales meeting. You were able to combine statistical information, industry standards, as well as provide helpful selling tools that will enable our staff to take our sales to the next level.

Your ability to present information in a humorous and entertaining way allowed for our group to walk away with a very positive attitude, and were reminded of the traits that transform an ordinary sales person into a truly great sales person. I cannot tell you how many people came up to me just to tell me how much they enjoyed your presentation. Thank you for making our sales meeting a true success!! Tyco/MES Fire & Security

By customizing your presentations to fit our services and people, you helped us conquer our “Anti-selling” mentality and turned our sales force into confident sales people as shown by our growing lists of clients.
Survey Solutions

Content and comedy collide
By blending his funny real-life stories and current original business research, Garrison educates, motivates, and entertains—delivering solutions audiences can use right away.

Real motivation
Let's face it: We have all heard that if we just try hard enough, we can do anything. The problem is we don't all have the willingness to put in the extra effort. Garrison's research on what highly motivated salespeople actually do proves that aligning your goals with your talents and doing more of what you do well are the keys to success. His realistic look at building relationships and reading customer body language connects sales, motivation, accountability, and humor in a way that promotes implementation.

Value
The return on your investment in a speaker lies in the impact he has on the meeting while setting the appropriate tone for your event. Garrison offers customized programs that touch on the areas most important to the group while delivering the agenda established by management. It is this combination that yields total value.

Please contact us for program information, prices and availability.

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Eight Steps to Painless Change

Smart small. “One of the most critical mistakes that managers make is coming in with the big sweeping jester”. Look at it this way. You have to assume that your current sales force has some attachment to the old way, or a least, they’ve become competent at dealing with it. No one likes going through the beginner stages – to some degree we all want to coast on our power and authority – and this resistance is strongest in long term employees. “… In a changing situation many believe that their knowledge and expertise suddenly won’t carry as much value. In order to overcome this fear, you must reassure them that their experience still counts.” In other words….

Don’t trash the old way. Stress that the change isn’t as big or a different as it looks. Identify what is similar and then outline some ways it is better. “Make the connection between the old way and the new way first, then show the difference.” This allows them to see the old way is the foundation for the new way. Once they utter results to the old way, and that their experience still has value, they’ll be more likely to spread that positive change throughout the organization.

Show them that the new way has advantages- for them, that is. Most employees perk up only when they see how it specifically will make their jobs easier, faster, or more lucrative. Talk about the advantages specific to that individual employee and stress the short-term advantages. People respond to tight, close deadlines.

Collect feedback and create open communications. “Face-to-face communications is the best method to explaining change and email is the worst. It’s better to have a meeting, explain and outline the concept, and then, if it’s really complicated, send a follow-up email reviewing the details.”

Obtain support from all levels. Executive involvement is critical for successfulchange, but you can’t stop there. At every level, in every division, there’s at least one person whose job has an impact on the masses. If these people don’t like the change they will spread poison to no end. Managers must identify these people who have the ear of the masses, sit down with them, and make sure they understand the advantages of changes.

Accept the fact that everyone won’t accept the facts. “Some people are more flexible than others. Based on their personalities, how they were raised, or their life experiences, some people will never be able to adjust to change. Do the best you can, but accept that you can’t wait for a 100 percent positive response.” Give them some time to get used to the idea. “Prepare them as much as you can in advance. If training is needed, be sure to allow the time to get them training.”

Your change team should be composed of people who have good relationships with your sales staff. “The people on the team should have a deep enough reservoir of goodwill that their employees are willing to give them the benefit of the doubt. Changes, even successful ones, are rarely accomplished without periods of pain and confusion, and during these periods even the most devoted employees tend to blame their managers. If the relationship between management and the staff is strong enough, they can survive the blame that accompanies change.”

“Change is an emotional process“ You need a team who can not only explain the similarities between the old way and the new way and who can explain the benefits of change, but also people who will reassure the employees that even though the system may be changing, they’re still valuable.”
Garrison Wynn - Publicaton: June 2007 issue of Selling Power Magazine