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David Prentice

Leading Sales & Marketing Expert

David Prentice is one of North America's most dynamic sales and marketing professionals. David gets the calls when clients need to understand customer service and satisfaction, personal motivation, teamwork, negotiation, strategic planning in a sales environment, leadership, key account management in a service business, consultative selling and selling at the top. An extremely funny, knowledgeable and witty speaker, David teaches people practical techniques they can use the next day, and people have a blast doing it!

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Speakers 2.0
Training

David Prentice is one of Canada's most dynamic sales and marketing professionals. For over twenty years, he has worked on sales, marketing and specialized customer service training projects with many of Canada's most progressive organizations.

Prior to starting his consulting firm, David held a variety of senior sales, sales training and sales management positions with the Xerox Corporation, both in Canada and at the Xerox International Training Center in Leesburg, Virginia. David has also held positions in sales, sales management and sales training with General Foods Limited and Warner-Lambert.

David gets the calls when clients need to understand customer service and satisfaction, personal motivation, teamwork, negotiation, strategic planning in a sales environment, leadership, key account management in a service business, consultative selling and selling at the top.

An extremely funny, dynamic, knowledgeable, down-to-earth, witty and gifted speaker, David teaches people practical techniques they can use the next day, and people have a blast doing it!

1. The Competitive Edge

Success in sales seldom just happens. Truly professional first-quarter sales professionals have the ability to utilize skills, technology and strategies to advance sales to a close. This seminar is about honing skills to insure a clear competitive edge. Specifically, it will focus on practical "How-to's" that will increase sales performance. It will deal with:
·How to open sales calls more effectively
·How to manage the decision making process
·How to manage and influence decision-making criteria
·How to utilize SPIN strategy to identify, develop and satisfy client needs
·How to handle client concerns and objectives and change them into positive opportunities
·How to close effectively without pressure

In addition, the session will focus on increasing sales by targeting "high-propensity to buy" clients.
2. Super Charged Service...How to Create "Customers for Life"

·Understanding value from the customer's point of view
·Knowing how the customer perceives
·Skills, techniques and strategies to positively influence the customer
·How to understand the customers needs, problems, wants, and concerns
·Value Model – Pride in Delivery – Honesty – Dignity – Respect – Integrity
·Dealing with all types of customers in all types of circumstance and situations
·Creating a Tailored Experience

The session is a highly informative, motivational, and fun learning experience.
3. Peak Performance

Peak performance will focus on skills, technology and strategy for personal performance. David will present a number of business models that will help each participant increase sales, deliver exceptional service and build loyalty with their customers.

Your keynote address and workshops were both motivating and entertaining and were the top rated sessions at our seminar.

Equinox Financial Group
David's knowledge and insight into Sales and Marketing were greatly appreciated and thoroughly enjoyed by all who attended. He was the perfect selection!

The Bowering Group
I would like to thank you for your excellent presentation to our group in Deerhurst. I spoke to many of the participants following your presentation and I am still trying to find someone who had anything negative to say – it was all praise!

Independent Electrical Distributors

Speakers 2.0

Speakers 2.0 is an offering that is redefining expectations in the speaking industry by leading with the idea that a speech can be just the first step in a more comprehensive and effective solution to your organization’s needs. Speakers’ Spotlight wants to sustain the value that you and your organization experience during a live speech, long after the conference is over.

While every client has vastly different needs, Speakers 2.0 customized offerings can include:

- A pre-recorded video library customized to your organization’s long-term needs

- A series of customized webinars

- Short video segments reinforcing and building on the knowledge shared in the original keynote

- Audio podcasts

- Online learning modules

- Email newsletters

- Follow-up conference calls

- Follow-up articles, publications, tools, and tips

- Customized surveys and analysis

Please contact us for more information and to discuss how David Prentice’s offerings can help your organization make long-term progress.

The DCSE Framework - The Corporate Values Sales Approach

Duration: Keynote, One Day, Two Day, Three Day, Four Day
Target Audiences: Sales Professionals

The DCSE© Framework and the Corporate Values Approach to Selling program helps sales and sale support professionals develop skills in four specific areas. The program starts by providing various models and strategies to comprehend why clients buy, followed up by a number of sales communication skills and the DCSE© Framework to build sales strategies. The final area covered in the presentation is business development strategies – how to look for more opportunities with clients, former clients, competitors, etc.
The DCSE© Framework and the Corporate Values Approach to Selling helps develop skills in four specific areas of professional development for sales and sale support professionals.

1.    Sales Concepts – Understanding Why Clients Buy?

The Corporate Values Approach to Selling Products and Services
The DCSE© Model - Differentiating the Sales Experience
Needs Development Strategy - The Xerox Model
Understanding Client Perception – Consulting Group Study
The Value Model… V = (Pb Sb R B) - Costs
Six Influence Strategies
Managing the Client’s Decision Making Criteria and Process
Building Trust and Relationships Model
2.    Sales Skill Sets - Sales Communication Models

3.    Sales Strategies - The DCSE© Framework

Phase 1 – Understanding Corporate Values – The Values Sales Approach
Phase 2 – Defining the Ideal Client – Sales Professional’s Relationship
Phase 3 – Discussing the Current Business Vision and Situation
Phase 4 – Presenting Ideas, Solutions and Recommendations
Phase 5 – Agreeing on the nature of the on-going Relationship
4.    Sales Activities - Business Development Strategies

The DCSE© Framework and the Corporate Values Approach to Selling can be delivered as a Keynote Address format at a conference or as a performance concept or in a one, two, three or intensive four-day training session.

“Sales Professionals that have a clear understanding of sales concepts, plus first quartile competencies in using sales communication skill sets are able execute the DCSE© Process and create a truly differentiated sales experience for the client.

The sales experience should be a win for the client, the Seller and for the Organization… anything less should be considered unacceptable”

David Prentice
author of DCSE© – Corporate Values Approach to Selling

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