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“This is an incredibly insightful book that shows you special strategies to make more effective presentations and actually make more sales- faster and easier.”

Brian Tracy, Bestselling Author

The Psychology of Selling

 

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Sample Speaking Topics

 

Anova executives are available to speak to your group or organization (or your advisors) on a variety of topics relating to the firm’s areas of expertise.  Here are three descriptions of presentations and lectures they have delivered in the past to senior marketing, sales and client management executives and advisors working in the financial services, investment management and human resources services sectors.

 

 

What is the difference between a good sales and service model, and a great one?  How can your company improve its sales effectiveness and client retention?  Based on more than 12 years of research, and more than ten thousand interviews with plan sponsors, prospects and intermediaries, Richard Schroder will reveal industry trends and competitive insights pertaining to two different levels of salesmanship and client service.  During his hour-long presentation, he will share proven techniques that can help your sales team increase its new business win rate by transitioning away from "baseline selling" to more sophisticated salesmanship – or "Sales 201.”  He also will explore how the best providers move from baseline client service levels to become best in class in client retention.   By the end of the session, your company will have a roadmap for attracting, securing and keeping more clients and customers.

 

"From a Good Sales Call to a GREAT Sales Call"

Close More by Gathering Candid Prospect Feedback

There’s nothing quite like the feeling of closing a sale.  Whether it’s a large sale or a small one, good salespeople celebrate their success and work to understand why they won so they can replicate their strategies and approaches.  However, as important as that discipline can be, there is actually much more to be learned from losing new business.  Unfortunately, very few salespeople learn from the mistakes they and their organizations make when they lose new business because they don’t know how to ask the right questions so they can gather accurate and meaningful information.  Furthermore, even when they do, they usually don’t get straight answers from a prospect who has chosen a competitor.  In fact, according to proprietary sales research data, prospects share the complete truth less than half of the time.  This means that in the vast majority of cases, salespeople and advisors do not have a complete and accurate understanding of why they lost a piece of business.   Based on thousands of interviews with plan sponsors and senior executives at firms that procure financial, investment management and human resource services, this hour-long discussion will teach salespeople and advisors the three steps they need to follow to gather more candid feedback from former prospects so they can focus on continuous improvement and winning more business.  

 

"Building a Better RFP Response and Sales Process"

What is the difference between a good RFP response and a great one?  How can your company improve its sales effectiveness?  Based on over 12 years of research in the retirement space and thousands of interviews conducted with plan sponsors, prospects and intermediaries, Richard Schroder will reveal industry trends and insights pertaining to two different levels of salesmanship.  During this hour, he will share tested techniques on how you can improve your RFP responses and how your sales team can increase its new business win rate by evolving from "baseline selling" towards more sophisticated salesmanship or "Sales 201".  This session will provide you with a roadmap on how to gather unbiased and accurate feedback (from prospects and advisors) that will help you to improve your RFP responses and overall sales process.

 

Additional Thought Leadership