SpeakerNet News Teleseminars
How to Quote Your Fee without Sweating
Guest Expert:
Chuck Reaves, CSP, CPAE, CSO
(About Chuck)
How to order the recording:
Additional resources for this seminar:
- Handout — (PDF)
The Program:
Even the most seasoned sales professionals still take it personally when the customer says no. They never get over the idea that the customer is not rejecting their product or service or their company. They take the rejection personally.
What happens when YOU are the product?
Professional service providers face this situation on every sales call and professional speakers, trainers, and consultants are professional service providers. Selling ourselves is one of the most difficult selling situations. However, sales professionals learn the principles needed to make their businesses successful.
So, when the meeting planner confirms you’re available on a certain date, what’s her next question? “What’s your fee?” At that point does your mouth get dry? Does your voice register go up? Does your mind begin spinning?
In this teleseminar, Chuck shares how the principles of value-added selling apply to professional speaking. He will teach *principles* — no tricks of the trade, no difficult approaches, no techniques. Just the principles that have helped his more than 5,000 audiences close more sales.
You will learn how to:
- have the meeting planner appreciative for your not answering the fee question
- differentiate yourself from other speakers they are considering
- enhance their perceived value of what you bring to the platform
- help the corporate meeting planner increase their speaker budget
- confirm the date without ever quoting your fee
- avoid the most common mistake speakers and their staffs make when responding to an inquiry
- use a proposal approach which causes the customer to choose you and meet your fee
More about our guest expert:
Chuck helps companies raise their prices and their volumes simultaneously. More than 5000 audiences all over the world have heard him speak. He works with large and small organizations to help them sell more effectively using some of the latest technologies and processes in sales.
He is pioneering Kaizen for Sales, Chief Sales Officer content, Supply Chain Selling and a number of other cutting-edge concepts for increasing sales.
Chuck is the former top salesperson for AT&T where he was the highest producer out of 1,100 account executives. He is one of only 176 people in the 4,000-member National Speakers Association to have received the Certified Speaking Professional designation AND been inducted into the Speaker Hall of Fame (where his name appears next to Ronald Reagan).
For his volunteer efforts he has been named Veterans Advocate of the year and Outstanding Georgia Citizen, and has been invited to the White House twice.
He is the author of nine books and many articles and has been interviewed by numerous media outlets. Chuck is a decorated Vietnam veteran and a successful entrepreneur.
SpeakerNet News is produced by Rebecca Morgan and Ken Braly. It is not affiliated with the National Speakers Association. Send comments or suggestions