The Sweeney Agency

About Art Mortell - Speaker on Sales and Marketing:

An expert in sales training and leadership development, Art Mortell brings his skills in all of the above courses to your company or organization. As a keynote speaker, Art Mortell makes every presentation lively and interesting by mixing the right amount of humor with powerful and beneficial content.

As a professional lecturer since 1967, Art has given over four thousand presentations, primarily for IBM, Merrill Lynch, Price Waterhouse, Lockheed Martin, Smith Barney, GTE, and & Dean Witter. Art has recently lectured in Australia, The Bahamas, Canada, France, England, Jamaica, Mexico, Singapore and Spain.

Art Mortell was rated number one Of over one hundred speakers for the Securities Industry Assoc. at the Wharton School. At the Project Leadership Conference in Paris, Art was listed as America's #1 technology motivational speaker.

Art Mortell graduated from the City University of New York. He has taught at Pasadena College for four years, and was a sales representative for IBM for five years. He is the author, from McGraw Hill, of The Courage to Fail, and World Class Selling.

What Art Mortell Talks About:

Achieving Excellence
Successful people have a unique attitude toward the challenges that most people avoid. Adversity renews their humility, sharpens their objectivity and makes them more resilient. By capitalizing on adversity, developing strong relationships and thriving on stress, we succeed. We then raise our self-image, set higher expectations and achieve excellence. Each accomplishment, more than creating satisfaction, motivates us to take our success to the next level.

Selling Strategies
Product or transactional selling is the traditional way of selling. We decide which product is easiest to sell and, with enthusiasm, present the features, advantages and benefits to the prospect, and ask for a response. The prospect's response then gives us insight into which technique to use next. This sales strategy can be most effective when the products are easy to explain, the sale can be made on a single call & the salesperson is expressive.

Need based or consultative selling requires asking questions, determining the prospect's applications, and then presenting solutions. Only when we understand the prospect's problems can we make recommendations that meet their objectives. This type of selling, also referred to as solution selling, is more appropriate when the products are complex, the sales representative is introspective in nature, and we are dealing with a longer sales cycle.

The third selling strategy, which is most important, is relationship selling. The only two objectives that we have are relationships and results, and our results are a by-product of relationships. The better the relationship, the better the results. If we want people to answer our questions honestly, and believe that our suggestions are for their benefit, then we need to gain their trust. Also, if we want people to depend on us, and believe that we can take care of them, we must gain their confidence.

Understanding how to merge these three strategies together, of product, consultative and relationship selling, and when to use which, can take our success to the next level.

Selling at the Top
Selling at the top is the primary challenge for anyone in sales. Affluent people, who are the primary prospects of financial advisors, and key executives of major corporations, who are the prospective clients of high tech computer salespeople, are often difficult to contact. Sometimes people in sales, to reduce the pressure, will prospects to those who are more accessible, but offer less opportunity.

The solution begins within the salesperson's mind, of their demand to excel and take their success to the next level. Salespeople need to raise their expectations and imagine all the opportunities, of how they can sell at the top.