Dr. Tony Alessandra

Dr. Tony Alessandra helps companies build customers, relationships, and the bottom-line. Audiences learn how to achieve market dominance through specific strategies designed to outmarket, outsell, and outservice the competition by applying his high-tech and high-touch marketing, sales, service, and relationship-building skills.

Dr. Alessandra has a street-wise, college-smart perspective on business, having fought his way out of Hell's Kitchen in NYC to eventually realizing success as a graduate professor of marketing, entrepreneur, business author, and consultant. He has delivered over 2,000 keynote speeches since 1979, was inducted into the Speakers Hall of Fame in 1985, and is a member of the Speakers Roundtable, a group of 20 of the world's top professional speakers.

Dr. Alessandra is a widely published author with 17 books translated into 49 foreign language editions, including Charisma, The Platinum Rule, Collaborative Selling, and Communicating at Work.

What Dr. Alessandra offers audiences are practical ideas that work and profitable bottom-line results. Recognized by Meetings & Conventions Magazine as "one of America's most electrifying speakers," his polished style, powerful message and proven ability as a consummate business strategist consistently earns rave reviews.

Collaborative Selling:
How to Gain the Competitive Advantage in Selling

Selling today requires creating long-term customers rather than one-shot sales. It has evolved from a transaction mentality to building relationships; from persuading and telling to problem-solving and helping; from low-price selling to value-added selling. In this dynamic program, Tony shows how to move beyond traditional selling to Collaborative Selling by practicing the key skills that turn the customer’s perception of the salesperson from a peddler to a solution consultant.

Keynote Speech/Principal Points:

• Collaborative salespeople focus more on studying customer needs and assuring customer satisfaction;
• Prescription before diagnosis ... is malpractice;
• People don’t buy because they’re made to under-stand, they buy because they feel understood;
• Professionals are defined not by the business they’re in, but by the way they’re in business;
• When two people want to do business together, they won’t let the details stand in the way;
• The sale begins when the customer says ... Yes

Participants Learn (depending on length of program):

• The Six Steps of Collaborative Selling;
• Avoiding Sales Slumps;
• Outgoing Prospecting and Incoming Prospecting;
• The Competitive Advantage Statement;
• Summarizing and Prioritizing Needs;
• Knowing Your Competitive Advantages;
• Addressing Prospect Concerns;
• Utilizing the Stairs of Customer Loyalty;
• Building Customer Intimacy;
• Conducting an Annual Customer Review;
• Keep in Touch Techniques with Customers;
• Penetrating Current Accounts;
• Seeking Referrals

Customer Loyalty:
How to Get and Keep Customers For Life

Turn your customers into business apostles who "preach the gospel" according to your company. Dr. Alessandra focuses on how everyone in your organization can become more customer-driven and less operations-driven; how to turn moments of misery into moments of magic for your customers; and how to create customer intimacy, customer retention, and customer satisfaction that leads to customer loyalty.

Key Points:

• The Stairs of Customer Loyalty: Turning a prospect into a sale, then into a customer, and then into an "apostle";
• Ensuring customer loyalty means that all employees must understand and be able to implement four sets of skills relating to marketing, selling, service, and relationships;
• Identifying, managing, monitoring must be done before exceeding the customer’s expectations;
• Exceeding a customer’s expectations creates a moment of magic; falling short of a customer’s expectations, creates a moment of misery;
• Recovery" is turning moments of misery into moments of magic;
• Creating consistent moments of magic for your customers develops customer loyalty;
• Customer intimacy occurs from the quantity and quality of customer communications and adaptability - your ability to change your approach depending on the person or situation you're dealing with.

Participants Learn:

• How to focus on customer loyalty and retention;
• How to stay close to the customer’s real needs;
• How to create every-improving moments of magic.

The Platinum Rule:
Discover the Four Basic Business Personalities
- And How They Can Lead You to Success

Personality differences: they’re what make life so rich and fascinating and often so frustrating, too. Most of us never figure people out. We just ricochet through life, getting along with some people and dealing as little as possible with others because they’re so different from us. Everyone knows the Golden Rule: Do unto others as you would have done unto you. But this habit can turn off those who have different needs, wants and hopes than we do. Instead, the real key to making a difference is to apply the Platinum Rule. Do unto others as they would like done unto them! Once you understand and master the Platinum Rule, you’ll be able to build bridges to people of any style in any personal or business situation.

Key Points:

• When you treat people the way you want to be treated, you create relationship tension; when you treat people the way they want to be treated, you build rapport;
• People will tell you how to treat them if you know how to read their verbal, vocal and visual signals;
• There are four basic business personalities — Directors, Socializers, Relaters and Thinkers;
• To increase rapport with others, you need to adapt your behavior to accommodate their behavioral style;
• Adaptability consists of flexibility (the willingness to adjust your behavior) and versatility (the knowledge and ability to correctly adjust your style);
• There is no best type of personality;
• Often, when we do what comes naturally, we alienate others without realizing it.

Participants Learn:

• Their own behavioral style and how to maximize its strengths and minimize its weaknesses;
• How to "read" the behavioral style of others - quickly and accurately;
• Strategies for creating instant rapport and better compatibility with each behavioral style (adaptability);
• The strengths, weaknesses, likes, dislikes, fears, and goals of each style.