Jeff is an author, broadcast personality and lawyer – as well as one of the most impactful sales & service speakers we have encountered.  Want world-beating sales results? Jeff's customized “Referrals: Your Road to Results” learning-system, helped one financial services client—generate $230 million directly from referrals, in only 23 months!

    For over two decades, Jeff has shared his positive and profit-producing messages with countless Fortune 500's, closely-held businesses, entrepreneurs and associations worldwide. A Who's Who of insurance and financial clients include: Washington Mutual, NY Life Insurance, H.D. Vest, Million Dollar Round Table, Lincoln Financial, Equitable, Allstate, Thrivent, Citicorp Diner's Club, Blue Cross Blue Shield.

    Jeff is a Contributing Editor to several magazines and newspapers. His books include: Opportunity $elling, RESULT$, and Peak Your Profits, which was also published in S.E. Asia and selected by Fast Track as "one the best business tapes of 2002". He is a Certified Speaking Professional.

    His most recent book is Stop Whining! Start Selling! and achieved Bestseller status on Amazon.com. Jeff resides in the Chicago area.

Program Descriptions:

1) Opportunity Selling/Your Path to Profit

You’ll learn:

• the 6 crucial steps in the selling process
• profit-producing strategies to overcome objections
• translating features into benefits
• up-grading the sale
• selling to a customer's buying style
• prospecting for profit
• lead generation
• listening for profits
• improved questioning/probing skills
• why relationship building is crucial for long-term success

2) The Customer Commitment

You’ll learn how to maximize every customer contact to promote loyalty and profitability including:

• how to keep you customers from going to the competition
• 4 strategies to handle the nasty or complaining customer
• why building relationships means increased profits
• the 10 dimensions of service quality
• listening for profits
• how to devise a customer service/marketing plan
• what is your "mission"
• 10 things you should never say to a customer
• optimizing the initial contact
• an easy to follow but profit-producing formula for success

3) Referrals: Your Road to Results

Referrals are an untapped market. Without them, you are innocently bypassing millions of dollars in potential business. They are leads with virtually no acquisition cost. Learning outcomes of this speech/workshop feature:

• the secret of third-party testimonials
• strategies to ask for referrals
• how to develop a referrals network
• how to leverage a prospect that you can't help
• obtaining valuable information about a referred lead
• how to contact and communicate with a referred lead
• how to "fly the friendly skies" with the four different referral classes:

1.     Economy class

2.     Coach class

3.     Business class and

4.     First class

• how to help your current customers and clients look like "referral heroes"
• how to create an on-going "parade of progress"

Other Requested Topics: Change, Management, Marketing, Motivation, Negotiation, "Create Your Own TV Telecast".