Sales expert Michael Vickers is a passionate entrepreneur whose mission is to help companies and individuals increase the value they bring to their clients by showing them how to become the preferred providers in their marketplaces.
Michael is the Executive Director of Summit Learning Systems. His company offers customized in-house training and e-learning programs to many of today’s leading companies. His Rainmaker Coaching System has taught thousands of salespeople throughout North America the skills that are required to achieve optimum sales performance. He’s also a best-selling author and his books are considered must-reading for high performance salespeople.
Michael has been spreading his message of excellence for everyone as a business author, coach and speaker for over 20 years. A riveting presenter on the stage with live audiences, Michael has also been leading online coaching and training sales sessions for groups that prefer the “virtual” experience.
Michael Vickers is a business performance coach who helps great companies and individuals increase the value they bring to their clients to become the PREFERRED PROVIDER in the
markets they serve. Michael started his business career early learning sales and accounting while working retail in the family business at age 12.
Following university, Michael continued his entrepreneurial path, establishing a highly successful Video Store Retail Network as well as an International Health Products manufacturing and distribution company. Michael soon found that his true passion lay in helping others reach their goals and dreams, and for the last twenty years, Michael has been a best-selling business author, coach and speaker.
Michael is also the Executive Director of Summit Learning Systems, a company that offers customized in-house training and on-line learning programs to many of today’s leading companies. His Rainmaker Coaching System has taught thousands of salespeople throughout North America the skills necessary to achieve optimum personal and sales performance.
Selling in Turbulent Times – Strategies & Tactics to Employ When No One is Buying
Whether it’s a stagnant economy, a national tragedy, a shift in consumer needs or Mother Nature wreaking havoc, these types of changes can be massively disruptive, even paralyzing.
Don’t “sit tight and ride it out” when crisis strikes.
True professionals in selling hit it straight on.
During this important training, you will learn how to:
- Amp up your productivity working remotely.
- Insulate your clients against competitive erosion.
- Reduce sales resistance and overcome the client’s fears.
- Accelerate the buying cycle.
- Maximize opportunities in a down cycle.
- Avoid the discounts, use the 5 Customer Values.
- Block out the negative hype and distractions. Get focused!
- Plus lots more…
Becoming Preferred: Up-Leveling the Brand Experience – the Key to Market Sustainability
Having a great brand in today’s competitive marketplace is essential for survival. Goods and services are no longer enough. To take your brand to the next level, it’s important to enhance the entire brand experience.
This program delivers the strategies and tactics necessary to up-level your brand experience so that you can become the emotional favorite in the markets you serve. Your team will learn how to effectively elevate all customer touch points both internally and externally, and learn how to create brand alignment through all distribution channels. One of the greatest opportunities to differentiate your goods and services and build value for your customers lies in your brand experience strategy.
During this program, you will learn how to:
• Think about your client’s experience from their point of view.
• Design an elevated brand experience play book for your team.
• Identify the customers stress, remove it, and connect in
a meaningful way.
• Up-level your current product or service offering.
• Create an experience that generates word of mouth advocacy.
Becoming Preferred: How to Outposition, Outsell and Outservice Your Competition
Based on Michael’s best-selling book “Becoming Preferred”, this program will teach you the latest state-of-the-art strategies and tactics to give you a competitive advantage that will help you Outposition, Outsell and Outservice your competition. The purpose of this program is to help place you and your company in the preferred position every time and show you how to establish a powerful sales and service process that builds value and accelerates the sales cycle.
During this program, you will learn how to:
• Break your personal and organizational revenue ceiling.
• Exceed customer expectations with “high touch“ strategies.
• Create Distinctive Value in a crowded marketplace.
• Achieve the three levels of “Preferred Status”.
• Employ the five customer values for maximum value creation.
• Build long-term economic relationships of trust.
• Insulate your customers against competitive erosion.
Dance of the Rainmaker: Creating Authentic Differentiation in Today’s Competitive Marketplace
In business, Rainmakers are the rare breed who bring in new business and win accounts with almost magical ease, generating substantial new business from markets that might seem to others to be too challenging. Rainmakers see opportunity where others see only defeat. And it’s no surprise that Rainmakers are the most highly sought after sales professionals in every industry. In this presentation, Michael shows you exactly what it takes to ascend to the elite level of the Rainmaker and how you can achieve greater success in your sales career and your life.
During this program, you will learn how to:
• Effectively differentiate your offering from the competition.
• Build relationships of trust quickly.
• Get a bigger share of the customer through “customer centered growth”.
• Match your sales strategy to the customers buying style.
• Identify new market opportunities in a congested marketplace.
• Create a question protocol for greater conversations and connection.
• Align the customers buying style with your selling style.
• Confirm more business with the new model of selling.
• Get your people to do the right activities at the right time, with the right people.
Becoming Preferred: Nine Triggers to Booking the Business
We all persuade every day. In our personal and professional lives, our ability to influence or be influenced can have a significant impact on us. Effective persuasion requires an understanding of the true needs of the person we are persuading. Understanding the client’s criteria for action and presenting information or solutions in a way that is congruent with their desires will activate the brain’s internal triggers for making decisions and improve your sales effectiveness. Persuasion & Influence is more of a science than it is an art. It is a process, not an event.
In this entertaining and informative presentation, Michael will share with you the Persuasion model and the steps to build your strategy on. He will also identify and show you how to employ the nine emotional triggers that clients use to make their purchasing and investment decisions.
“Your session was amazing!! Loved the messaging and all the humor that tied in so nicely. The fabulous feedback on your session is what everyone is talking about. Thanks so much for ending our conference on such a high note.” – Kimberly W.
Michael’s engaging and pragmatic presentation on “Becoming Preferred” was a highlight of our Advisor Partner Summit in 2017. His down-to-earth approach and creative concepts gave our Partners the tools they need to differentiate their practices for both improved sales and service. We appreciated Michael’s willingness to tailor his approach to our community, and to engage with attendees before, during and after our event. Most importantly, attendee’s response to Michael was overwhelming: many named his keynote address as the highlight of the entire conference, and requests for his materials have continued well after Summit ended.
His contributions and willingness to collaborate were an important part of our successful event. – Ed B.
“Michael, we wanted to let you know that you are the talk of the town here! Everyone loved your sessions, and the participant survey proved it, with your sessions drawing an incredible satisfaction rate of 98% – congratulations!!” – Sandra W.
“Michael’s keynote presentation was a fantastic start to our event. Michael’s energy was contagious and the content of his presentation resonated so strongly with our attendees – they were still talking about it a day later. Our attendees walked away from the event, armed and prepared to “become preferred” with their customers. The info tailored toward our crowd was exceptional and Michael’s comedic approach made it stick. We can’t wait to see their strategies evolve and their sales soar! – Sarah C.
On behalf of Michelin, we want to express our sincere appreciation for your presentation. It was truly a learning moment for all of us, and you were able to break the complex business relationship into parts that we can all understand and act on. I have received many very positive comments. – Clyde F.
Michael, we wanted to let you know that you are the talk of the town here! Everyone loved your sessions, and the participant survey proved it, with your sessions drawing an incredible satisfaction rate of 98% – congratulations!! Sandra W.
I just want to say thank you for the insight, help and spirit you’ve provided to us, our salespeople and distributors. You’ve really provided insight and richness to our process. – James S.
Organizers like myself, place high value on presenters with practical experience who can deliver the message effectively. You delivered on both counts. Michael, always a pleasure to hear your pearls of wisdom.” – Damian B.
“We found Michael to be very professional, right on the mark with the topic we had chosen and very entertaining. For a group of bankers to make such glowing comments about a speaker who comes on right at the end of the day is saying something.” – Sandy D.
“I would like to take this opportunity to thank you for the presentation you made at our conference. Your contribution and subsequent formal and informal discussions lead to participants grading the conference ‘valuable, informative’ and ‘the best ever!’”– Larry S.
“I certainly enjoyed your presentation at our sales congress. I have been using your closing strategy with great success.”– Graham C.
“Your energy and message is like a “shot in the arm”. Students have told us that your presentation was informative, entertaining and a great way to wrap up our three-day seminar. Other industry guest speakers scheduled to speak after you have also commented that they wish we would schedule you last, so that they do not have to follow your extraordinary presentation!”– David M.
“We have had very positive feedback from both the Management Team as well as our Financial Consultants who had the pleasure of hearing you speak. Many people walked out of the presentation with a new, positive outlook on their business and with new ideas to incorporate. We immediately saw ways to improve our business. In our own office, we have used your suggestions on numerous occasions already. You truly are an extraordinary speaker, living an extraordinary life!”– Esther B.
“You promised to have an impact and you were true to your promise. The feedback has been great and your insights into our business were very well received. They loved you!”– Paul S.
“You delivered a dynamic and insightful presentation that inspired, motivated and challenged everyone. By all reports, the conference was a success and your role as a keynote speaker contributed a great deal towards that result. Thank you again for delivering exactly what you promised – a presentation that would leave a lasting impression with the delegates. It was the perfect close for the conference!”– Marian F.