Resources from Gary O'Sullivan:

"There are very few "sure things" when it comes to planning a conference, but having Gary O'Sullivan on the program takes the guesswork out of our keynote. He always comes through. From his pre-conference preparation, to his message, to his delivery, Gary gives a first-class presentation every time. Our members consistently rate him as a top speaker, as someone who educates, challenges and inspires. Gary is both passionate and sincere, both authoritative and likable, and these are powerful combinations for any speaker. "
Linda Budzinski
Director of Communications and Membership Services, International Cemetery, Cremation and Funeral Association

Resources from Gary O'Sullivan

Your Personal Sales Trainer

View the YPST Blog Archives

Friday, April 9, 2010
Get your prospects involved

You can get your prospects involved!

Selling is not a solo event. If you do not get your prospect involved in the presentation, you are not selling . . . you are telling.

What does it mean to involve the prospects?

It means involving them early.

It means asking questions.

It means making relevant presentations.

Involve the prospect early
Early in your presentation, get your prospects involved. The more they become a part of the process, the more they will understand the products or service you are explaining.

Ask questions
Your presentation should include questions that give you insight and get the prospect talking to you.

Make your presentation relevant
By getting your prospect involved and asking appropriate questions, you make your presentation relevant to the prospectís particular situation.

Remember what Woodrow Wilson and Tony Robbins said about involving your prospects:

We should not only master questions, but also act upon them, and act definitely.
Woodrow Wilson

Successful people ask better questions, and as a result, they get better results.
Tony Robbins

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


Video Excerpts!
Now you can Watch Gary O'Sullivan IN ACTION!
Excerpts from Gary's DVD Videos are now online!

Wealth of Experience

With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

Follow Gary!