Speaking Services & Topics
Roy E. Chitwood, CSP, CSE
Roy E. Chitwood, CSP, CSE, has been developing, practicing and teaching a professional approach to sales since 1960. As a consultant, he has worked with some of the nation's largest corporations in developing their sales strategies. As a master trainer, he has helped more than 250,000 people from over 3,000 companies increase their productivity by becoming partners with their customers.
Roy is past president and chairman of Sales and Marketing Executives International (SMEI) and Sales and Marketing Executives Association of Los Angeles. He is a Certified Sales Executive (CSE) and is a member and Certified Speaking Professional (CSP) of the National Speakers Association.
Roy is the author of numerous articles, a weekly sales column, and several books, and has produced audio and video training programs and custom sales programs. Roy's most recent book, the ground breaking "World Class Selling: The Complete Selling Process", outlines a scientific sales process that can be applied to any valid product, service or idea.
Roy has been President of Max Sacks International, a sales training and consulting company, since 1976. The firm's clients include: Bank of America, Coca-Cola, the Electronics Representatives Association, Holland America Westours, Mattel, and Xerox Corporation. Roy Chitwood is a National Speakers Association Certified Speaking Professional. Dynamic, insightful, provocative and entertaining, he delivers practical knowledge, useful tools and motivation that lasts.
Roy E. Chitwood, CSP, CSE: Speaking Topics
Roy E. Chitwood, CSP, CSE educates and energizes your audience with these programs -
Unlock the power of your hidden sales force
Each time an employee has contact with a customer he or she either sells or "unsells" the company's products, its services, or the company itself. Most companies understand the benefits of training their sales force, but few see that every employee - from the receptionist to the CEO - is part of the sales process. Success comes to those companies which mobilize their people to respond to today's customer-driven market. Engineers, executives, and administrative assistants must recognize and act upon the sales potential inherent in their jobs. This presentation shows companies how to turn their existing workforce into a vast sales force, for an enormous return on investment.
The seven deadly sins of selling
Selling is hard work. Why make it even harder? How many times have we spent too much time talking when we should have listened to our customers and learned about their business and needs? Or become so involved in explaining our product that we never got around to asking for the order? These are two of the seven deadly sins of selling. In this program each of these common but disastrous mistakes is humorously illustrated with unforgettable real-world examples. Participants learn practical strategies to avoid sinfully wasting sales opportunities. As a refresher for the seasoned professional or as a primer for the novice, this information-packed program leads to an immediate increase in sales.
Let's get rid of management
For businesses to prosper in today's competitive marketplace leaders are essential. Not managers, but real leaders who are nurturers and teachers rather than police and watchdogs. In this stimulating talk your group will learn the difference between managing and leading and why fads such as re-inventing, downsizing, right sizing and empowerment often fail. They will learn the eight principles of leadership: including vision, trust, creativity, and community. This program contains powerful insights for those who must lead today, as well as for those aspiring to be the leaders of tomorrow.
The microchip revolution - how to cope with change
Kids wear pagers and their grandparents surf the Net. The microchip, at the heart of cell phones, fax machines, laptops, and modems, has revolutionized business, from the corner store to the globalization of production and sales. And the change has just begun. Technological innovation should allow businesses and individuals to reach new levels of productivity and achievement. How come it often doesn't happen? What makes a Customer Relationship Management or Sales Force Automation program, for example, create extra work instead of serving as a tool to support and strengthen the sales process? Why do some people shun email while others become slaves to it? The microchip revolution - how to cope with change challenges your group to think about the transformation they must undergo to take maximum advantage of the technological revolution. They will consider strategic change as well as immediate practical action.
Commit to excellence - develop your greatest asset
For years the accepted paradigm has been that a company's greatest asset is its people. It certainly sounds right, and is even politically correct. The problem is that it's the truth, but not the whole truth. A company's greatest asset is the undeveloped potential of its people. Recent studies have shown that the fastest way for a company to increase profitability is to invest in its people. Not research, not equipment, not inventory, not fads. Companies truly committed to excellence develop the potential of their people by investing in training. The payoff is a more valuable asset that leads to a stronger company, improved service to customers, and increased profitability. Commit to excellence - develop your greatest asset shows the critical importance of ongoing training and how to develop or find training that works.
Your customer is your partner
If the customer won't benefit from the sale, the sale should not take place. Your group will learn why vendor-driven sales methods no longer work. Now and in the future, up front, empathetic, professional salespeople must serve customers as advisors, counselors and even partners. Your customer is your partner encompasses the Track Selling System™, a scientific, step-by-step process from the approach through the close and follow-up that covers all bases, leaving nothing to chance. Your customer is your partner, an ethical, win/win philosophy, is the key to professionalism and increased sales.
The Future Belongs to those who can sell
Dr. Michael Hammer States: "Moderns selling is a team sport, and a complex one at that. Winning at it takes discipline and structure. Making is up as you go along is a recipe for disaster." I am baffled as to why there is still so much making it up as you go along today in sales organizations across the globe. My years of experience and observation of the current economic situation leads me to one inescapable conclusion A companies future now depends more on the strength of the sales force and marketing ability than any other component of its structure. Companies simply will not survive in the current market if they cannot effectively market and sell their products and services. When selling becomes a procedure it ceases to be a problem. If it's not a procedure, it will always be a problem Therefore, a company's processes, even more than its products, define it identity, shape its opportunities and determine its potential for growth and profitability. Everyone in the organization will benefit form hearing Roy talk about the power of a sales oriented organization.
Roy Chitwood helps you achieve the results you want -
1. Before the event
Roy talks to your people and gathers information about your organization, your industry, and the audience he will address. He works with you to determine exactly what you want to achieve through the program. He shapes his presentation to help you reach your goals.
2. Practical information
Roy delivers approaches, strategies, and tactics your group will put to immediate use in their professional and personal lives.
3. Motivation that lasts
Participants leave the presentation motivated to use what they've learned. The new tools lead to success, further increasing motivation.
4. Reinforce success
Books, audio tapes and video tapes can add material beyond the time constraints of one presentation, and make Roy's tools for success an ongoing process.
Left: Vaughn L. Beals, Jr., former Chairman and CEO of Harley-Davidson, Inc., with Roy Chitwood.
What will your
audience say?
"Thank you for a superb seminar. After racking our brains for topics that will be of interest to our membership, it is gratifying to hear the complimentary comments about
your partnership in selling seminar that have come to us, unsolicited, all week. It is difficult to ask people in sales to give up an entire day out of the field. We always hope that they feel the investment is worth it. The feedback I have gotten tells me that we should have done your three-day seminar!"
- Susan Jakubowski
Executive Director
Electronics Representatives Association, Michigan Chapter
"Your profound understanding of the sales process enabled listeners to grasp what they were doing right - and wrong."
- William Holl
Eastern Group President
"Dynamic, insightful, provocative, and entertaining."
- Mike Phillips
VP Sales and Marketing
Crownline Boats, Inc.
"We've all been to presentations that pumped us up - and a few days later we couldn't remember what all the excitement had been about. The energy we get from Roy
is based firmly on knowledge and insight. We can draw upon it forever."
- Faye Pegg
Sales Manager
Canada Post Corporation
"Riveting!"
- Bill Nerenberg
Executive Director
National Vehicle Leasing Association
"Outstanding!...Terrific!...Powerful!...Insightful! - and the comments continue to pour in about your presentation for the Greater Los Angeles Chapter of NSA. Roy, your professionalism provides an inspiring role model to new and experienced professional speakers alike."
- Thomas K. Callister
Program Chair
National Speakers Association, Greater Los Angeles Chapter
"What a great meeting! When you talk to a room full of salesmen about selling skills, you're talking life's blood. Did you notice no one fidgeted or doodled or walked around or even whispered? (I've seen meetings where they were so restless I wanted to smack their knuckles with a ruler!) They were hanging on your every word."
- Leslee C. Myers
Director
Electronics Representatives Association, Southern California Chapter
"Your knowledge and understanding of salesmanship and your tremendous personal ability to articulate this knowledge in such an entertaining fashion made your
presentation score the highest ratings at our conference."
- Raymond J. Hall
Executive Vice President and CEO
Electronics Representatives Association
"What a pleasure it was to have you address our Retail Service National Meeting. The comments have been overwhelmingly positive. The audience was impressed that you took the time to learn about our business and adapt your techniques to our needs. People walked away with renewed enthusiasm concerning their jobs."
- Carol T. Polin
Director, Retail Service
Mattel Toys
"The participants consistently rated your dynamic presentation as one of the highlights of the workshop - valuable and extremely timely information."
- Lynn Davis
Marketing Representative
Intermountain Gas Company
"Loved it! Thanks Roy. In comparison to other seminars on 1-10, it was a 10. Content: solid, useful ideas. Fits well in my group. My seniors and two new people - the entire program helped everyone in my agency."
- Teresa Lulici
Department Head
Business Careers
"It has been such a pleasure having you with us in South Africa. Your presentation was instructive and inspirational; it received the highest rating of our Convention. Your thoughtfulness, humour, and your professionalism contributed significantly to the success of Marketing & Sales Success! '96 Convention and Expo."
- Joan Wright
Director
Professional Sales Association
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