You really don’t care where Don was born, where he went to school or what his degree was in. You don’t care whether he’s married or has kids, pets or houseplants. You don’t care about his awards, the organizations he belongs to or the number of publications in which his articles have appeared. You don’t even care about the books he’s written, because these days it seems like everybody and their housecleaner has written a book.

When it comes down to it, there are only three things about Don you really care about:

1. Does he know what he’s talking about?
2. Will my audience enjoy hearing him?
3. Can he help them produce real results?

All fair questions. Here are your answers:
1. Don’s sales career started at age seven, selling seeds and greeting cards door-to-door. Through high school, college and beyond, he sold both products and services, to consumers and businesses. His last “real job” was with a Washington, D.C. delivery company that, under his leadership, grew by an average of 38% a year. So he definitely knows sales.

“This was a great presentation. (Don is) an authority in his field.”
Sibo Ncube, Mastercraft Interiors

2. However, knowing a lot about a subject doesn’t make a person a great speaker. You’ve probably suffered through presentations by people who were clearly experts, but were so esoteric, you couldn’t understand what the heck they were trying to say. Or worse, were so boring you had to fight to stay awake.

Fortunately, Don also brings a performer’s background to his presentations. He has acted on stage and film, appeared in the Ringling Brothers, Barnum & Bailey Circus and even performed at the legendary comedy club, The Improv. This experience contributes to his ability to connect with audiences, keeping them entertained and involved for hours at a time.

“I am still amazed by your energy and ability to ‘carry the floor’ for over 5 hours and still keep your audience in the palm of your hand.”
Robert Luna, Medical Management Consultants

3. By combining his sales expertise and performance skills with intensive research, Don delivers programs that are industry—and even company—specific. So audience members get unique insights and practical, relevant tools they can use immediately to increase their sales. Which is why Don is typically the highest-rated speaker at conferences and why his corporate clients often bring him back again and again.

“This is my third year (attending Don’s program) and my sales have skyrocketed!”
Bob Maris, The Boat King

Why Hire a Heretic?

heretic (her-e-tik) n. one that dissents from an accepted belief or doctrine; innovator, nonconformist. From Greek hairetikos, able to choose.—Webster’s Third New International Dictionary

So many sales experts are just repeating the same old platitudes:

• “Sales is a numbers game, so do more prospecting.”
• “Ask good questions.”
• “Create rapport.”
• “Sell on emotion, not logic.”
• “Get referrals.”

Duh!!
Your people have already heard these exhortations again and again. The problem is, they’re easier said than done. What your people want to know is exactly how to do those things. (Details left out of most speakers’ presentations.)

And many speakers spout clichés that are actually counter-productive:

• “Buyers are liars.”
• “Ask ‘leading’ questions.”
• “Never take no for an answer.”
• “Sell the sizzle, not the steak.”
• “Always be closing.”

Following advice like this actually increases prospect discomfort, skepticism and resistance. Which of course leads to frustration, disappointment and lost sales.

It was precisely this type of frustration with traditional sales doctrine that led Don to develop fresh, innovative approaches. Approaches that have been enthusiastically embraced by thousands of salespeople, business owners and professionals.

Further, Don gets specific.

• Rather than merely state “do more prospecting,” Don leads people through a simple, seven-step process that makes prospecting easier and more efficient.
• Instead of admonishing “close the sale,” Don illuminates the hidden reasons closing is so challenging and helps people transform their thinking so closing becomes effortless.
• While other speakers say “ask good questions,” Don actually gives your people the exact questions to ask! And not just generic questions—Don will create custom questions specifically for your group!

If you’re tired of antiquated advice and outmoded thinking, if you’re sick of generalizations and fallacies, if you’ve had your fill of banalities and conventional wisdom, then you’re ready for a heretic—The Sales Heretic™.