“Speaker of the Morning.
She is the Complete Package”
Renegade Speakers Bureau

INTRODUCING:

STAND OUT!  Gain Your Competitive Advantage through Strategic Story

Opening or Closing Keynote

THEMES: StorySelling, Leadership, Inspiration, Sales

STAND OUT! is a keynote that highlights a fresh approach to a potentially outdated sales approach. Unfortunately, the concept surrounding ‘story’ can create a false perception that it is not strategic enough for sellers to earn their position at the decision maker’s table and win the business. The ideas shared in this keynote will demonstrate that stories aligned to the sales process are a fast track to achieving your business outcomes.

BOOK THIS PROGRAM TO:

  1. Ensure your people build on the brand you have established and secure that seat at the right table
  2. Have your team lessen their reliance on product talk and increase business dialogue so that they build influence and effortlessly sell change
  3. Identify the key stories every seller must catch, tell and seek to win more business.

Bernadette’s STAND OUT! philosophy addresses the following themes so you can connect, influence and sell change in an uncertain economy:

✅  Nobody really cares about your story, they care about theirs! Whilst other speakers may bring intellectual ‘how to’s’ and ‘left brain tactics’ to the front of your room, many forget that the audience is made up of humans who have fears, uncertainties and doubts that need to be addressed – just like your buyers. Bernadette helps people embrace selling change on a deeper level, having them accept WHY stories matter in the first place.   

✅ People don’t mind change; it’s changing they resist.  One of the biggest learnings that the pandemic has helped us realise is that change happens to us, around us and within us. The best way we can help our teams and our clients is to adapt to that change is to emotionally shift them, and facts, logic and data doesn’t cut it! Bernadette shares with you how to guide your people or clients in a relevant and authentic way.

✅  Own other people’s outcomes to drive your incomes. So many of us in business focus on OUR outcomes. If we want to achieve our objectives, it’s realising that curiosity in others is where the magic and speed to market, lies. Whether it is within your teams or with your buyers, they are all interested in achieving THEIR outcomes and without the stress and hassle. Business and relationships are about driving both outcomes as well as incomes and Bernadette will provide you a roadmap for doing both.

✅  Do we tell stories through our biased lens or seek stories through our buyer’s lens?  If we want to re-imagine negotiations and/or conflict, and if we want our buyers to join us with 100% anticipation, then we must address the questions we ask, to seek the stories we need. Do this and proposals will convert faster, deeper trust will be built and business and relationships will exponentially flourish.

✅  The verdict is unanimous; facts tell, stories sell.  Despite what some experts tell us, people can’t imagine themselves in brochures, specifications, options or data. They can only imagine themselves in a story that relates to them with a definite know, like and trust factor.  Therefore it’s up to us to tell a compelling business story in a way that inspires people to lean in. Bernadette explains how you can communicate a strategy or deliver a message of change in a way that makes sense, so buy-in from your client or your team is accelerated.

✅  Forget the ‘happily ever after’ and the ‘once upon a time’.  Bernadette shares how the concept of story can get a bad rap. Usually linked to fairy tale and fiction, the ability to tell a solid, relevant and strategic story will actually move business forward faster, forge deeper relationships, create amplified momentum and deliver outstanding results. She explains how it is the most under-rated and untapped, yet innate resource we all have at our fingertips, regardless of whether you are technical or creative.

✅  Your biggest mistake is not being relevant.  One of our biggest mistakes in communication is failing to listen, talking too much and showing up as irrelevant. When you are able to catch the internal stories you tell yourself about the buyer, you are more confident. When you are able to confidently tell external stories that relate more to the buyer than to you, then you show up as more strategic. When you are able to strategically ask the right questions to elicit the essential buyers stories then you not only bring relevance to the table, but wisdom.

✅  Our responsibility is to ‘move’ people, not just remove them –  Facts and data will not change people’s mind or motivate them to take action – inspiration and purpose will. At a time when businesses are losing revenue, staff retention is at its most difficult and people are stressed, conversations need to level up. Understanding the Hierarchy of Perception and knowing what key stories to elicit from people, whether they be team members or buyer’s, will help you gain more insights to reframe beliefs, encourage people to be more loyal and more readily adopt your ideas.

✅  It’s the story behind the story –  Our  human response to a question asked of us, is to default to the path of least resistance – to not give too much of our story away in order to protect ourselves from risk. Paradoxically we must be able to de-risk our buyer or team member by encouraging them to move past that ‘rote’ answer they give everyone else. Psychological studies show that story does that! When we use story as our vehicle, we don’t  just bridge our competitive gap, we create it! 

Recognized as one of the Top 100 Sales Coaches by Ambition and Top 100 Sales Experts by RiseBoarders

Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
Sales Speaker, Keynote Speaker, Conference Speaker
I won’t talk about Bernadette’s great speaking skills. Those are obvious. I’ll choose to talk about how she made such an impact in me, that even 10 days past her speech I still reflect on it daily.

If you’re looking for a public speaker, they’re a dime a dozen. Bernadette’s key difference is that she REALLY cares and goes the extra mile to deliver content and advice that makes a difference.

Thanks for your work with us @ AA-ISP Portugal and also for the impact you made in my own life.

Nuno Rodrigues Poço

President, AA-ISP Portugal, AA-ISP

Loved, loved, loved Bernadette’s presentation as the closing speaker at the Rev It Up Sales Leadership Conference in Boston. Powerful, fresh content. Filled with real-life examples. Delivered with flair and humility. Focused on what the audience really needs.

Jill Konrath

Sales Strategist and Best Selling Author of 'Selling To Big Companies'

Applauds to one of the Keynote Speaker Bernadette McClelland definitely one of the best speakers at the expo. She shared her experience of how to get to the “Yes” without trying by accessing the emotional side of the customer through storytelling. Once you can access the emotions of the customer, rather than explaining by logic, you can easily sway them to them saying yes to whatever you’re selling. Be a storytelling company and sell the change and you will be successful. Thank you for an awesome presentation! Oh and | got a free signed book, thank you! #storytelling #storytellingforbusiness #thankyou

Tony Vu

CEO, California Merchant Services

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