Tom Sant
Dr. Tom Sant is a world-recognized expert in effective selling and persuasive communication. A dynamic, humorous presenter, Tom has delivered hundreds of keynote speeches for major corporations and conferences around the world.
Tom is the author of Persuasive Business Proposals and The Giants ofSales: Four Ideas that Revolutionized Professional Sales in America, both published by Amacom.Now in its second edition, Persuasive Business Proposals has been named one of the 30 best business books of the year and been featured by eight book clubs. In the book, Tom introduces key concepts that have transformed salesproposals, such as the Persuasive Paradigm, a structural pattern that has increased client win ratios by more than 200%; The Cicero Principle, aprocess for communicating in the customer’s own language; The PAR format, a method for producing optimal impact with case studies; and many more.
He was named the first-ever Fellow of the Association of Proposal Management Professionals in recognition of his contributions.
A recognized expert on persuasion, sales processes, presentations skills, and proposal writing, Tom combines research into the science of persuasion with a unique blend of humor and practical insights. As an experienced business consultant, he has worked with organizations from almost every sector of the economy, and can quickly customize a message for your audience. Most important of all, Tom believes in delivering simple, practical ideas that are quick and easy to apply.
MOST REQUESTED TOPICS:
Driving Waste Out of Sales
Work faster? Work smarter? Everyone wants to be more efficient and more effective. You know it's not simply a matter of buying a CRM system or some other software. Here are the real keys: the techniques sales people need to harness the combined power of increased efficiency and greater effectiveness. Your business will get the biggest possible ROI when your people do the right things in the right ways. The result: More Wins — Faster!
The Four Ideas that Revolutionized Selling
Four core ideas revolutionized professional sales in the twentieth century. They remain just as relevant and effective today. In the past few years, many sales people have lost sight of the basics. It’s time to go back to the fundamentals to keep winning in the future.
Winning by a N-O-S-E
The NOSE Principle is the structure of persuasion: Needs, Outcomes, Solutions, and Evidence. This presentation covers the seven questions you must answer to develop a client-centered sales message every time, and shows you how to structure that message to win more business.
Selling on Value
Can your sales team articulate a clear, believable value proposition? Do they base it on differentiators that matter to the customer? This presentation shows the difference between a true value proposition, one that motivates the customer to buy, and a generic marketing claim. It will show you how to identify which differentiators best support your specific value propositions and how to use them in your sales process — from initial contact to final proposal.
The Seven Deadly Sins of Sales Proposals
Here are the worst mistakes sales people make in their sales proposals. More importantly, here’s how to avoid them and what to do instead. Filled with hilarious examples of mistakes that everyone recognizes, this presentation also focuses on what really matters in delivering a persuasive message — regardless of the format.
Selling the Decision Point - Why the Inuit Hunt Whales
The moment of truth in sales occurs when the customer makes a decision. Will they say “Yes” or will it be “No”? You can get more “Yeses” if you know how your customers decide. Recent research into the decision making process has revealed seven specific decision heuristics that everyone uses. Understanding these processes and how to influence them will increase your win ratio and shorten your sales cycle.
Dr. Tom Sant is a world-recognized expert in effective selling and persuasive communication. A dynamic, humorous presenter, Tom has delivered hundreds of keynote speeches for major corporations and conferences around the world.
Tom is the author of Persuasive Business Proposals and The Giants ofSales: Four Ideas that Revolutionized Professional Sales in America, both published by Amacom.Now in its second edition, Persuasive Business Proposals has been named one of the 30 best business books of the year and been featured by eight book clubs. In the book, Tom introduces key concepts that have transformed salesproposals, such as the Persuasive Paradigm, a structural pattern that has increased client win ratios by more than 200%; The Cicero Principle, aprocess for communicating in the customer’s own language; The PAR format, a method for producing optimal impact with case studies; and many more.
He was named the first-ever Fellow of the Association of Proposal Management Professionals in recognition of his contributions.
A recognized expert on persuasion, sales processes, presentations skills, and proposal writing, Tom combines research into the science of persuasion with a unique blend of humor and practical insights. As an experienced business consultant, he has worked with organizations from almost every sector of the economy, and can quickly customize a message for your audience. Most important of all, Tom believes in delivering simple, practical ideas that are quick and easy to apply.
MOST REQUESTED TOPICS:
Driving Waste Out of Sales
Work faster? Work smarter? Everyone wants to be more efficient and more effective. You know it's not simply a matter of buying a CRM system or some other software. Here are the real keys: the techniques sales people need to harness the combined power of increased efficiency and greater effectiveness. Your business will get the biggest possible ROI when your people do the right things in the right ways. The result: More Wins — Faster!
The Four Ideas that Revolutionized Selling
Four core ideas revolutionized professional sales in the twentieth century. They remain just as relevant and effective today. In the past few years, many sales people have lost sight of the basics. It’s time to go back to the fundamentals to keep winning in the future.
Winning by a N-O-S-E
The NOSE Principle is the structure of persuasion: Needs, Outcomes, Solutions, and Evidence. This presentation covers the seven questions you must answer to develop a client-centered sales message every time, and shows you how to structure that message to win more business.
Selling on Value
Can your sales team articulate a clear, believable value proposition? Do they base it on differentiators that matter to the customer? This presentation shows the difference between a true value proposition, one that motivates the customer to buy, and a generic marketing claim. It will show you how to identify which differentiators best support your specific value propositions and how to use them in your sales process — from initial contact to final proposal.
The Seven Deadly Sins of Sales Proposals
Here are the worst mistakes sales people make in their sales proposals. More importantly, here’s how to avoid them and what to do instead. Filled with hilarious examples of mistakes that everyone recognizes, this presentation also focuses on what really matters in delivering a persuasive message — regardless of the format.
Selling the Decision Point - Why the Inuit Hunt Whales
The moment of truth in sales occurs when the customer makes a decision. Will they say “Yes” or will it be “No”? You can get more “Yeses” if you know how your customers decide. Recent research into the decision making process has revealed seven specific decision heuristics that everyone uses. Understanding these processes and how to influence them will increase your win ratio and shorten your sales cycle.
