THE WILLIE FACTOR

How to Be Extraordinary in Sales and Service
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KEY TAKEAWAYS

  • HOW TO PAY ATTENTION TO THE SALES SKILLS THAT MATTER
  • ENHANCE YOUR PRESENTATION WITH “YOU” LANGUAGE
  • BEING THE KIND OF PERSON EVERYBODY WANTS TO DO BUSINESS WITH
  • KNOWING YOUR PRODUCT, YOUR CUSTOMER, AND YOUR MARKETPLACE
  • THE POWER OF GRATITUDE AND HOW TO MAKE A DIFFERENCE
  • AND MUCH MORE…

ABOUT THE SEMINAR

This entertaining sales and customer service training video is loaded with time-proven sales skills and practical ideas for increasing customer satisfaction. Sales training and customer service training are two of the most important areas for any business to focus on. Being extraordinary is no longer optional, it is a “must” in order to make it in today’s competitive world. This unique program was developed when a typical taxi ride from the airport to a hotel turns out to be everything but ordinary. Award-winning speaker and sales training expert Joel Weldon crosses paths with an amazing man who redefines what it means to sell and deliver superior customer service. Buckle your seat belt and get ready for a fascinating journey, as Joel Weldon helps you relive the adventures of Willie, and the amazing difference that anyone can make, when they have passion for their work, and pride in everything they do. Blending real life stories, inspiration, unique humor, and sales skills, Joel Weldon reveals a higher standard for selling and serving in today’s competitive marketplace.

As a former construction worker who turned down a four-year college scholarship because he thought he wasn’t smart enough to go to college, Joel Weldon is living proof of the power of one idea to transform your life!

Today he’s one of the most highly respected and sought-after motivational speakers in North America, and has been an Idea Consultant and Sales Trainer to many of the world’s leading organizations and businesses for over three decades.

Joel is the only speaker to have earned all four of the highest honors in the speaking profession — induction into the Speakers Hall of Fame, the coveted Communication & Leadership Award, the Golden Gavel, “for his profound impact on corporate America” and now, the Legend Award for 2006.

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THE WILLIE FACTOR

I said, “I’ve never met anyone like you.  How do you do this?”  He said, “Well, I love what I do and when you love what you do you do it well,” and he said, “I’ve got my mission statement.”  How many of you have been in a cab driver’s car that’s got a mission statement.  I said, “A mission statement.”  He said, “Well,” and he kind of looks around because it’s busy that the airport.  He said, “It’s the Willie Factor.”  I said, “The Willie Factor.”  He said, “It’s a Mission Statement.”  Six words-26 letters, and that’s the only thing I’m going to ask you to write down.  This wise man on January 3, 1980 said these six words.  Because what has happened to the value?  It has exceeded the price.  It’s your job.  That’s all selling is.  If it’s mortgage rates.  If it’s homes.  If it’s equipment.  If it’s a service.  How do you show your customers enough value that offsets what you’re asking them to spend in the price?  That is your job in selling.  Now if you take that idea, and I would like to make the premise that in selling, it’s exactly the same thing.  In this room, there are people that are earning 10 times what others in this room are earning.  They are not 10 times better.  They are one more out of 12 better.  They are 8-1/3% better.  They’re just a little bit better.

How many of you would agree with that statement as you look at the people in your company?  The top produces are not 10 times better than everybody else, they’re a little bit better.  A little more persistent.  A little better with referral.  A little better at service.  A little better at follow up.  A little better at questions. A  little better at closing.  A little better in answering objections.  A little bit better and that’s what today is about, getting a little bit better in many of these areas.  Are you expressing your gratitude to your customers?  I’m not saying thanking them for business.  Don’t write thank you notes thanking them for business.  You write thank you notes to your customers, “Thank you for getting me to see the decision making.  Thank you for being so receptive to new ideas that originally your company wasn’t tuned into.  Thank you for making me feel so welcome in your home.”  Don’t thank people for buying from you.  They should thank you if selling is helping because you did something for them.  Thank them for the other things that they do.

How many of you have ever gotten a thank you note?  How did it make you feel?  Wonderful.  Do you write thank you notes?  How does it make you feel?  Just as wonderful in writing them.  So that’s the idea I’d like you to think about.  Who could you write a thank you note to?  Your spouse.  One of your kinds.  Your mom or dad.  A friend.  A brother,