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Roy
W. Jones
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Sales,
Sales Management,
and Negotiation Training,
Talent Screening, Development,
and Retention |
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About
Roy:
Roy’s approach revolves around one simple idea: Improve
his client’s condition.
Roy helps organizations and individuals negotiate and sell in
ways that help them resist taking the first offer, and concentrate
on improving or creating options that achieve superior results
for all parties. Clients are able to outdistance their competition,
improve productivity, and increase margins through his consulting,
training, speaking, and coaching. As the CEO of Accipiter Consulting
Group, Roy works with individuals and organizations who want to
improve human performance. Accipiter Consulting Group is a world-class
leader in designing, developing and delivering highly effective,
customized sales, negotiation, and sales management programs.
As a business journalist and publisher, he has produced audio
development programs, multi-day training seminars, written books
and articles, and is the managing director of Accipiter Media.
Roy is the author of The Cost of Price, along with other books
on negotiation, sales, employee selection, and sales management.
He provides sales, hiring, management, customer service, and
negotiation skills training, workshops, and seminars to Fortune100
companies in the U.S. and Canada.
Roy’s background includes a 20 year Air Force career with
service as an intelligence officer, recruiter, training manager,
and personnel administrator. He served in various locales throughout
the world. During military service he was one of the 10 best Air
Force recruiters in America, for 3 consecutive years.
Roy earned his entrepreneurial stripes very early. He began selling
rocks, minerals, and crystals at age 11. His field collecting
work was internationally recognized for significant discoveries
of rare minerals, and he was selected to work in the Smithsonian
Institution’s division of Mineral Sciences while still in
high school. Many of the specimens he collected reside in private
collections and major museums around the world.
He has served on various boards, including the board of directors
of the Oklahoma Speakers Association. Roy holds an MBA and is
mid way through doctoral in Business.
Successful
Selling and Sales Management
Are you a great sales person, but you still aren’t making
as much money as you deserve? Successful Selling helps organizations
and sales professionals take home bigger paychecks. Elements covered:
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The most expensive part of selling
All clients are not equal
Too many services or products
Checklist discipline, have a system
The real problem your clients want solved
Ideal clients
What customers really buy
Be the expert
Customer recognition
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Your most highly qualified clients
Questions are the answer
Do you hear what I hear
Mind your mouth
How to kill lots of sales quickly
Package pricing
Stupid secrets of continual growth
Firing customers
The only prospect to ever present to |
Value-added negotiation helps professionals at
all levels negotiate in ways that help them resist taking the
first offer, and concentrate on improving or creating options
that achieve superior results for all parties. Segments include:
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Planning and executing effective negotiating
Negotiation planning tools
Negotiating styles
Strategy and desired outcomes
Questioning strategies
Taking a “power inventory”
Leveraging and balancing power
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Quantifying the impact
Collaborative, Defensive, and Adversarial tactics Options and feedback
Negotiating parameters
Sequencing your offer
Team negotiation planning, risks, and challenges Closing the Negotiation |
The Real Cost of Price
A customers’ natural tendency is to try to lower your
price while maximizing their value. If you’re discussing
prices and not value, you’ve lost control, and hidden profits
are being left unclaimed. The right pricing strategies enable
companies to serve and profit from as many customers as possible.
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Other
Valuable Speaking/Training Ready Topics
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Customer Service Training
Listening – Questioning
Managing For Success
Hire the Best
Coach to Win
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Team Building Training
Your Attitude is Showing
Dynamic Communication
Why Sales Training Fails
The Real Cost of a Bad Hire |
Nice
Things Our Clients Have Said
“Thanks for providing me with more tools and confidence
in doing my job and managing my territory. I walked away more
empowered. I can’t wait to apply this new knowledge and
see that when I cash my check.”
-Ronnie Neuerburg, Sales Representative, San Francisco, CA
“I learned new negotiation tactics that will better
equip me to handle customer objections and will allow me to drive
business at a more profitable rate.”
-Shad Kirvin, Sales Representative, Los Angles, CA
“I was very impressed. Every one of the reps left with
renewed motivation, confidence, enthusiasm, and the knowledge
to stand behind our pricing and the company, which I believe will
make a tremendous difference negotiating through the sales process.
They all left with fire in their eyes.”
-Stephen Langwell, Sales Manager, Baton Rouge, LA
“I have participated in quite a number of sales training
courses in my nearly 40 years in this business. The 3 days spent
on your course rank at the very top of the chart for course content,
presentation and your wealth of knowledge. It was a pleasure and
an honor. I wouldn’t hesitate a moment to be a participant
in any future training YOU were providing.”
-Keith Evans, Major Accts Administrator, Ont., Canada
“The sales people that have been through this course
are raving how good it is. Thanks for the great job!”
-Mark C. Hamilton, Division Vice President, Atlanta, GA
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