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| Jim Cathcart |
| Rethinking Ourselves for a New Era |
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Fee Code: 3 |
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As author of The Acorn Principle and Relationship Selling, Mr. Cathcart is a leading authority on how to grow your business and your career. His years of psychological research combine with decades of running a successful business to bring new insights that are proven to work.
Recognized as one of the world's best speakers, Jim Cathcart is one of a select group of speakers who hold the following honors: President of the National Speakers Association (1988-1989), Speaker Hall of Fame Award, CPAE (1985), Certified Speaking Professional, CSP (1981), and winner of The Cavett Award (1993).
Jim is also a member of the exclusive Speakers Roundtable, 22 of the most popular speakers in the world. Among professional speakers worldwide Jim Cathcart is a leader. He has risen to the top of his profession through more than 20 years of presentations to a worldwide audience and decades of unselfish service to his profession.
Experienced Executive
As a business leader, Jim has been a corporate executive, training director, entrepreneur, psychological researcher, meeting planner and association executive. He has managed people, products and payrolls for twenty years. He has also researched and field tested his methods through two decades of speaking and training before 2,000 audiences in virtually every discipline.
Accomplished Author
Jim Cathcart is well-known for his extremely popular book, The Acorn Principle. Jack Canfield, co-author of New York Times Bestseller, Chicken Soup for the Soul writes: "Jim Cathcart is one of the brightest, dearest and most comprehensive speakers I know. In this powerful book he will help you discover and express your true self, accelerate your success and improve your quality of life."
Jim's works are published by the world's top publishers: St. Martins Press, Dartnell, Putnam, Prentice Hall, Nightingale Conant and the University of Southern California. Relationship Selling is now translated into Chinese, Japanese and Finnish. During 1995 Jim published some of his classic works in interactive computer software. He has created over seventy video programs and is as comfortable in front of a camera as he is on stage.
Skilled for a New Era of Growth
Jim serves on the board of directors for Mentor University, the first on-line sales university. In addition to being on the World Wide Web and active on-line, Jim occasionally follows up his speeches with satellite video conferences and online forums.
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Rethinking Ourselves
What audiences learn (topics available)
- How to Rethink your business, your customers & yourself.
- Rethinking the purpose of business (To make life better for people).
- Rethinking the purpose of sales (To build a profitable clientele).
- Rethinking the purpose of management (To help people grow).
- Rethinking the purpose of great service (To increase the satisfaction).
- How the way you think about work shows up in your output.
- Lead with your Heart, but Guide with your Head.
- Know the Motives behind the Motivation.
- The importance of keeping people in the right frame of mind.
- How your Nature and your Nurture (experiences) determine your potential.
- Achieving Ph Balance: Profits High, and People Happy.
Purpose
To shift people's thinking and renew their commitment.
Applications
- Coping with Change
- Re-Engineering
- Empowerment
The Acorn Principle: Helping People Grow™
"The seed of your future successes already lives within you. So nurture your nature."
What audience learn (topics available)
- One hour a day in study will make you an expert in 5 years or less.
- The Mastery Grid: Purpose & Contribution = Fulfillment.
- How to be a Thought Leader in your field.
- How to use the eight vital elements of empowerment.
- How to isolate the traits that make you unique.
- How to align people into roles and relationship that bring out their best.
- How to determine "how" a person is smart.
- How to recognize your priority values.
- How to motivate people without over or under doing it.
- How to measure a person's potential "velocity".
- Ask yourself: How would the person I'd like to be do what I'm about to do?
- How to structure jobs to increase productivity.
- How to achieve "optimum" performance.
- Role agreements vs job descriptions.
- Three essentials for productive relationships.
- The Discover-Align-Empower Model for developing talents.
Purpose
To show people how to find the natural strengths in situations and people.
To empower them to Help People Grow.
Applications
Coping with Change
Bringing out the Best in People
Re-Engineering
Empowerment
Relationship Selling™
"Selling should be an act of friendship, not merely a transfer of goods."
What audiences learn (topics available)
- 250 Great Sales Ideas
- How to get all the business, not just one transaction.
- The subtle sales differences in thinking that produce major sales results.
- How to sell the buyer as they would like to be sold.
- The difference between cash flow and profit.
- How to gain the edge over competition.
- How to sell naturally, without pressure.
- Studying needs and wants rather than just pitching product benefits.
- How to keep the sales pipeline full.
- The six natural steps in selling.
- Leaning what to wonder about.
- Advanced listening and questioning techniques.
- How to be a Partner, not a Persuader.
Purpose
To change the way people think about selling and teach them specific techniques which will generate more sales with less resistance.
Applications
Adding new skills to already-successful top performers.
Changing sales attitudes from the "old school" of sales pressure.
Generating new enthusiasm for the act of selling and marketing.
Teaching non-sales people how to generate new business.
The Grandma Factor™: Lifetime Customer Loyalty
"Sometimes one sincere gesture can do more to build your business than $10,000 worth of promotion."
What audiences learn (topics available)
- You should be loyal to your customers first.
- How to get others to provide great service.
- UpServing vs UpSelling.
- The "Grandma Factor" of keeping customers.
- The purpose of business: to make life better for people.
- How to convert average customers into great ones.
- How customers see your organization.
- How to identify both internal and external customers.
- How to bring life to your mission statement.
- The difference between Cash Flow and Profit.
- How to eliminate the "termites" of bad service.
- How to treat different customers differently yet as they want to be treated.
- The difference between Service thinking and Operations thinking.
Purpose
To change the way people look at their customers, their business and what they are paid to do.
To get them to recognize the profit potential and fun that exists in exceptional service.
Applications
Making managers aware of how to get employees to want to deliver genuine, enthusiastic service consistently. Reorienting employee thinking toward ongoing relationships with clients both internally and externally. Educating your leaders on how to manage and structure the organization for quality service at all levels.
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"You really did blow me away. You were the rage of our conference. Not only was your style and warmth fantastic, but the quality of the knowledge and material you presented was absolutely incredible!"
- Ken Blanchard, author of The One Minute Manager
"...such an upbeat finish for our International Conference. The standing ovation you received was certainly well-deserved!"
- Prudential Insurance Co.
"You were incredible. Your program held the attendees on the edge of their seat. It wasn't just entertaining, it was useful and can be applied immediately."
- Lincoln Investment Planning, Inc.
"We had high hopes. You exceeded all our expectations....and you were a delight to work with."
- McRae's Department Stores
"Jim, you are the first professional speaker I have brought into this organization. Our distributors, from all over the U.S., Canada and a dozen foreign countries were absolutely delighted with your comments, observations and humor. The standing ovation they gave you at the end of your presentation is a clear statement of how they felt about you."
- Brian Tracy International
"...you were right on target in your message to our people... obviously did your homework... found the right message to really reach our people and leave a meaningful message and impression. My compliments on a job exceptionally well done!"
- Purina Mills, Inc.
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