Mike Frank
“Little Ideas Pay Big Dividends in Sales”
While Mike Frank speaks on a number of business related topics, sales is his background and his strongest suit. He worked his way up from a fledgling salesman to vice-president of sales for an international company – he did this within four years and by the age of 26. His strength is in customizing the presentation, based on the client’s requests. He provides a high energy style, yet with solid practical, real life sales information.
He has been a straight commission salesperson his entire life. Mike is one of the very few people that Zig Ziglar asked to provide outside input in his best selling book, SECRETS OF CLOSING THE SALE. Several years ago, ENTREPRENEUR Magazine featured him in an article on several of the top sales trainers in America.
Mike speaks with authority, credibility and experience. Mike believes that is the little things we do or don’t do that makes the difference in sales success. He focuses on that concept and unless the client prefers a different title, he calls the program, LITTLE IDEAS PAY BIG DIVIDENDS – whether he is speaking for one hour or four hours. Mike is just as effective with retail salespeople as he is with ‘outside’ salespeople.
Among the pieces of the sales process that he can address are:
- Prospecting skills
- Working effectively with the gate keeper
- Building rapport/positive relationships with clients
- Organization/time management
- Qualifying the prospect…the effective use of questions
- Making an effective presentation
- Overcoming objections
- Closing the sale
- Follow up after the sale or missed sale
- Marketing ideas
- Getting and using testimonials
- Going the extra mile in customer service
- Using creativity to the utmost, even if you’re not creative
PROGRAM TOPICS/TITLES
SALES, MARKETING, BUSINESS
Mike can speak for:
- Outside Sales
- Retail Sales
- Trade show sales
Among the topics he can include in any sales or marketing directed presentation are:
- Prospecting skills
- Building rapport/positive relationships with clients
- Organization/Time Management
- Qualifying the prospect
- Making an effective presentation
- Overcoming objections
- Closing the sale
- Follow up after presentations
- Marketing goes way beyond selling
- Getting and using testimonials
- Creative marketing and sales concepts
MANAGEMENT AND LEADERSHIP
- Managing Change
- Leadership by Example
- Ethics in Today’s Business World
- Creative Management and/or Marketing Concepts
- “Entrepreneurism…Today and Tomorrow
- Excellence in Entrepreneurship
- Managing Time
- Finding, Hiring, Motivating, Training and Retaining Good People
- Enhancing Productivity
CUSTOMER SERVICE
- You Can’t Separate Effective Customer Service from Effective Sales Skills
- Effective Customer Service Starts at the TOP
- Every Department is the Customer Service Department
- How to Avoid Customer Complaints
- How to Deal with Customer Complaints
- Building Strong Client Relationships
EFFECTIVE SPEAKING AND PRESENTATION SKILLS
- Speaking Skills for the Amateur
- Speaking Skills for the Professional Speaker
- Speaking Skills for Business Executives and/or Salespeople
MOTIVATION AND ATTITUDE
- Coping with Change
- Realistic Thinking and Positive Doing
- Teamwork Makes the Difference
COMMUNICATION
- Communicating Effectively
- Communicating with Confidence
Full Biography
Mike worked his way up from salesman, to manager, to district manager, to regional manager, to national sales manager, to vice president of sales of an international corporation – within 4 years and before he was 26 years old.
He has spoken to over 3000 audiences in the United States, Canada, Australia, Malaysia, the Philippines, and Mexico and co-authored two books. In 1995, Mike published his first solely authored book.
He was the 1980-81 President of the 4000 member, National Speakers Association. He has made over 19,000 “cold-call” field sales presentations and has “field trained” over 100 salespeople.
Mike has been featured in many corporate “in house” video tape training programs. In 1980, he received the CSP designation (Certified Speaking Professional) from the National Speaker’s Association. Fewer than 8% of the membership has received this distinction. In 1990, Mike was the first speaker to ever receive both of the National Speakers Association’s highest honors in the same year:
• The CPAE Hall of Fame Award (Council of Peers Award for Excellence), presented to him by Dr. Norman Vincent Peale (only 135 other speakers have received this prestigious award)
• The CAVETT AWARD, the most cherished honor in the speaking industry
Mike attended the University of Georgia where he attained his BBA in Insurance/Real Estate.
