Michael Vickers
- One of North America's Leading Sales Speakers
- Best-Selling Author of Becoming Preferred: How to Outsell Your Competition
- Executive Director of Summit Learning Systems
Travels From
Arizona
Michael Vickers Speaker Biography
Michael Vickers inspires success! Michael redefines the possible for sales professionals, leaders and managers. Whatever the sales or business opportunity, Michael will enhance the odds. Every person who has an idea to promote, a team to motivate, or a competitor to challenge will attain a new level of success after an event with Michael. Whatever result you are striving for, if it involves influencing others, or achieving success through others, Michael will build your confidence and accelerate your team’s performance.
A popular speaker, consultant and educator, Michael coaches thousands of professionals every year to grow individual and organizational performance. Summit Learning Systems, Michael’s training organization, brings leading-edge strategies to clients in every sector of the North American economy.
Michael’s success is completely grounded in and built on his personal experience. A consummate entrepreneur, Michael is a graduate of his own franchised retailing enterprise, a manufacturing and distribution company, and a highly successful publishing venture. A ceaseless innovator, Michael is constantly researching leading companies, searching for best practices, and distilling the experience of success, many of which can be found in his best-selling books entitled, “Becoming Preferred: How to Outsell Your Competition”, and “Dance of the Rainmaker: Creating Authentic Differentiation in Today’s Competitive Marketplace”.
Michael also shares weekly insights as the host of the podcast, "Becoming Preferred,” available wherever you get your podcasts.
Michael’s unique gift is his mastery of the art of influence, and his ability to translate that mastery into practical, powerful techniques anyone can use. His presentations are entertaining, intimate and unabashed and he is hilarious in his stories, boundless in his enthusiasm, and relentless in his message that success is available to everyone!
BECOMING PREFERRED: Out-Position, Out-Sell & Out-Experience the Competition
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Sales, Marketing & Customer Service Teams
Today’s marketplace is more competitive than ever. With the proliferation of competition in every sector and the ever-growing digital landscape, businesses struggle to differentiate themselves in a sea of similar offerings.
To stand out from the crowd, it is essential for businesses to not only offer high-quality products or services but also to create unique brand experiences, engage with their customers in meaningful ways, and continuously level up their game.
In this popular presentation, Michael presents leading-edge strategies, tactics, and frameworks to give you and your team the frameworks to out-position, out-sell, and out-experience the competition and become the preferred provider in your marketplace.
This game-changing Keynote or Breakout Session will teach you how to:
• Become the emotional favorite in the markets you serve
• Create authentic differentiation in a crowded marketplace
• Build relationships of trust quickly
• Deliver ‘High Touch’ and Distinctive Value to your client base
• Build long-term economic relationships of trust with your clients
• Deliver a client experience that unleashes customer advocacy
• Overcome discounting by employing the “Five Customer Values”
• Insulate your clients from competitive erosion
“Becoming Preferred” is not just a presentation; it’s a strategic roadmap that engages your organization and enables you to deliver a client experience that sets you apart from the competition. This presentation is entertaining and informative, with real-world anecdotes, practical examples, and proven strategies to empower you and your team to achieve immediate, tangible results.
BECOMING PREFERRED: Level Up the Brand Experience
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Sales, Marketing & Customer Service Teams
To effectively stand out in today's crowded marketplace, businesses must not only offer high-quality products or services but also create a unique brand experience. This session will explore how to engage customers, build loyalty, and ultimately level up your brand's experience.
This session is a blueprint for brand elevation and creating a client experience that will set you apart from the competition. We will explore actionable examples and results-oriented tactics to empower you and your team to elevate the key touch points.
This game-changing Keynote or Breakout Session will teach you how to:
• Establish an authentic and memorable brand experience that separates you from the competition
• Foster trusting relationships with clients from every interaction
• Deliver a distinctive, high-touch brand experience that creates customer advocacy
• Strengthen brand loyalty and build lasting economic relationships with your clients
• Elevate your brand's value beyond price, moving past the need for discounting
• Build a brand experience that protects your clients against customer erosion
• Leverage AI, data, and automation to enhance personalization and empower human connection
• Design and deliver with intention
Stop selling what you make, and start selling how you make people feel. The product or service is the souvenir they take home from the experience. Focus on the experience, and you will build a brand that people don't just buy from, but belong to. That is how you authentically differentiate and win.
7 TRIGGERS TO BOOKING THE BUSINESS
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Sales, Marketing
Our emotions wield incredible influence over our decision-making process. Whether conscious or subconscious, they often influence our purchasing choices based on how a product or service resonates with us emotionally, even as we seek logical reasoning.
Discovering and activating these emotional triggers in your sales conversations and customer experiences can revolutionize your results to help you build trust and credibility quickly, streamline the sales cycle, accelerate the buying process, and position you as the emotional favorite in your market.
Discover profound insights into your customers' motivations, allowing you to craft compelling marketing and sales strategies and messaging that deeply resonate and elevate your results to new levels.
This game-changing Keynote or Breakout Session will teach you how to:
• Build trust, credibility, and authority quickly
• Position the “Why” and sell the “Because”
• Make dynamic, results-oriented sales presentations
• Accelerate the buying cycle and crush your targets
• Increase profit margins with the five customer currencies
• Overcome buyer resistance effectively
• Get the customer to take action quickly
• Confirm the business with make-sense solutions
Unearthing the secrets of human behavior and psychology is key to unlocking any thriving business's potential. Delve into the captivating realm of consumer decision-making, a labyrinth of conscious and subconscious emotions that shape our choices. "7 Triggers to Booking the Business” is a game-changing framework empowering you to skyrocket your sales, secure more deals, and become the emotional favorite in your market.
HOW TO SELL WHEN NOBODY’S BUYING
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Sales, Marketing
How we influence and sell has changed! The strategies, methodologies, and techniques commonly employed today are worn out and obsolete.
Whether it's a sluggish economy, a national tragedy, a shift in consumer needs, or Mother Nature wreaking havoc, these changes can be massively disruptive, and even paralyzing. True professionals committed to continuous improvement and leveling up their skills hit these challenges straight on and thrive regardless of market conditions.
The real magic lies in your teams' ability to skillfully navigate and capitalize on these changes, ensuring profitability and success. Don't "sit tight and ride it out" when crises strike. Take action and thrive!
This game-changing Keynote or Breakout Session will teach you how to:
• Develop a recession-proof mindset
• Identify new market opportunities
• Gain access to the decision-makers
• Build relationships of trust quickly
• Create authentic differentiation
• Level up the sales conversation
• Hack buyers' motivation
• Use Value-Add positioning
• Insulate existing clients from competitive erosion
• Present make-sense solutions
With the changing economic landscape, sales teams must adapt their strategies and mindsets to survive and thrive in any market. This popular keynote/breakout workshop will give your team the tools to develop a recession-proof mindset and capitalize on market disruptions.
BECOMING PREFERRED: Virtually
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Sales, Marketing
Virtual selling has become a necessary tool for businesses, especially with the rise of remote work and virtual meetings. However, mastering this form of communication can be challenging without proper guidance.
That's where Michael comes in - with years of experience in sales and technology, he has developed a complete framework to enhance your existing sales strategy.
Establishing personal connections in a digital environment can be challenging. The strength of virtual selling lies in its ability to connect with a larger number of potential clients and existing customers with minimal time and financial investment.
In this presentation, Michael provides a complete framework that integrates video, telephone, text messaging, live chatting, social media, and direct messaging into your sales strategy. The aim is to enhance productivity and compress sales cycles.
This game-changing Keynote or Breakout Session will teach you how to:
• The importance of adapting and mastering virtual communication channels
• Understanding the power of virtual selling
• Overcoming the challenges of virtual selling
• Developing an impactful virtual presence to build trust quickly
• Crafting an effective virtual sales process
• Engage prospects with compelling content and personalized messages
• Leverage technology to optimize productivity and sales results
• Integrate virtual selling into a comprehensive sales process
This program is designed to help you and your team adapt and thrive in a virtual environment. With technology constantly evolving, it is more important than ever for sales professionals to master virtual communication channels to stay competitive.
POSITION THE WHY, SELL THE BECAUSE Creating Authentic Differentiation in a Crowded Marketplace
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Leadership, Sales, Marketing, Customer Service, Business Development
In today's crowded and competitive marketplace, effectively communicating the value proposition of your product or service is essential to attract and retain customers.
Simply offering a better relationship is no longer enough; customers seek a more VALUABLE relationship. This keynote or workshop presentation will provide your team with a framework and practical content that can be implemented immediately, helping you stand out from the competition.
By positioning your “WHY” and selling your “BECAUSE,” you can differentiate your offerings in a way that customers truly value.
Employing these strategies, tactics and frameworks will help you:
• Create messaging that clarifies and cuts through the competitive clutter
• Understand how the brain engages, prioritizes, and decides
• Learn to remove friction from the buying journey
• Understand the power of transparency in selling
• Build trust, establish credibility, and pique interest quickly
• Accelerate the sales cycle and close more business
• Position an upsell and increase the share of the wallet
• Position the “Why you” and the “Why now”
This program is designed to help you and your team more effectively identify your ideal customer, clarify your messaging, shorten the sales cycle, and create customer advocacy. The best product or service doesn’t win the business; the best experience does!
AI IS YOUR SELLING SUPERPOWER Boost Productivity & Effectiveness
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Leadership, Sales, Marketing, Customer Service, Business Development
The rise of Artificial Intelligence (AI) is transforming every industry, and sales is no exception. But the narrative isn't about robots replacing reps; it's about empowering sales professionals with intelligent tools that enhance their capabilities, automate tedious tasks, and unlock unprecedented insights. This session will cut through the hype to explore the practical, real-world applications of AI in sales today.
You will learn how AI can become your ultimate co-pilot, augmenting your skills in prospecting, personalization, forecasting, and more, freeing you to focus on what you do best: building relationships and closing deals. Walk away with concrete, actionable strategies you can implement immediately to boost your productivity, refine your approach, and achieve greater sales success in the age of intelligence.
Key Takeaways
• How top sales performers are employing AI
• AI-Powered lead scoring & prospect prioritization
• Leveraging Generative AI for personalized outreach & content
• AI for sales forecasting & pipeline management
• Automating administrative tasks with AI Assistants
• Utilizing AI for sales coaching & call analysis
• Building an AI-Enabled Sales Mindset
• Future Trends: Hyper-Personalization, Predictive Sales Plays, AI-Driven Workflows
The sales landscape is evolving rapidly. Understanding and embracing AI is no longer optional – it's a necessity for staying competitive. This program provides the essential knowledge and practical steps needed to leverage AI effectively, ensuring you are empowered, not intimidated, by the future of selling.
BECOME THE PREFERRED EMPLOYER IN A COMPETITIVE MARKETPLACE
Format: Keynote or Breakout Workshop
Time Frame: 60-90 minutes
Target Audience: Leadership, Sales, Marketing, Customer Service, Business Development
Attract top-tier talent, retain your top performers, and level up the employee experience. You can unleash your organization's potential with "Become the Preferred Employer in a Competitive Marketplace."
This revolutionary presentation is designed to transform your company into a magnet for top-tier talent. Boasting an innovative approach that prioritizes employee experience, it promises a new and exciting era of organizational success.
This program isn't just about attracting top-tier talent, it's about retaining them, too. This framework ensures that key performers stay committed, engaged, and loyal to your company's vision. The result? A highly motivated, skilled workforce ready to propel your business to unprecedented heights.
Understanding and employing these strategies and frameworks will help you:
• Unlock the power of employee engagement
• Learn the strategies that identify your employees' values and motivation
• Create high-value conversations to build trust and pique interest
• Elevate your “you should work with us because” positioning statement
• Accelerate the candidate commitment cycle
• Employ the five employee currencies to enhance your compensation package
• Exceed employee expectations with “High Touch” strategies
• Handle recruit reluctance more effectively
This informative and practical presentation isn't just a tool; it's a roadmap to an enhanced employee experience. It emphasizes the importance of the 'Employee Experience' (EX), suggesting that satisfied employees lead to satisfied customers. It presents an intriguing twist on conventional wisdom: To thrill your customers…first thrill your employees.
Michael’s strategies and frameworks have been helping his clients attract top clients and win the business, and they will help you attract and win the hearts of top-tier talent and Become Preferred.
January 24, 2024