CMH Heli-Skiing and Hiking is the World's Largest Heli-Skiing and Heli-Hiking Company, Spread of 12 Destinations. This was the Global Sales Conference in Canada.

“Duncan literally blew our minds! He went above and beyond and I would highly recommend him as a keynote speaker. However what Duncan brought to the table went way beyond just providing a quality keynote speech, he fully integrated himself into our meetings, particapting and adding value way beyond what we paid him for. He took a genuine interest in our business and our people, and yes his mentality energizers are unbelievable, three months later we still talk about them. If you are looking to create a buzz at your sales conference, hire Duncan, you will get this and much much more.”

Patch Bennett - Global Sales Manager at CMH Heli-Skiing & Summer Adventures

THE CHALLENGE

“To Provide Influence and Persuasion Strategies to Increase The Sales of Summer Hiking”

CMH heli-skiing and summer adventures is the worlds largest provdider of heli-skiing experiences in the world. They have hosted the King Of Spain, Elong Musk and Richard Branson to name a few. Their 5 star service goes above and beyond. The powder skiing is widely regarded as the best in the world and each year they operate at full capacity. The sales challenges lay in selling their summer hiking adventures. Often the biggest reasons cited for not wanting to take this trip is due to the 7 hour bus journey. The clients they have are premium clients paying a lot of money to experience some of the best and most exclusive skiing in the world. Encouraging clients to recommend their friends and family and also experience the heli-hiking as well as the heli-skiing experiences was a challenge for all.

Additionally, this one of the first times in 3 years that the global sales team had met up so the events team were keen to inject some fun into the event as well. Duncan was also tasked with providing an exciting energizer at the start of each day. Duncan was invited to stay for 5 days, experiencing heli-hiking for himself and spending time with the sales team and learning more about them.

DUNCAN’S SOLUTION

“Duncan’s main focus was to help the sales team to communicate value over price, concerns about the length of time on the bus and other objections. His challenge to the team was asking “How many of us have we waited longer for something (or paid more for something) than we wanted to?”

All of us. Why?

“Because we don’t have time restraints (or budgets) – we only have desirable outcomes.”

Commincating this to clients who saw the 7 hour luxury bus journey with incredible food and sights and sounds as a reason not to go heli-hiking was key to Duncan’s strategy. Throughout the course of the 5 days, Duncan shared techniques to collaborate more effectively and shared powerful influence and persuasion strategy to help the sales team sell more effectively, and more often. Alongside this, Duncan delivered some fun, interactive mentalism demonstrations, all supported by psychological principles and supported with insights to help the sales team convert sales leads more easily.

He also shared insights into collaborating more effectively as some members of the team were struggling with maximizing their sales and managing their workload.

THE RESULT

“Summer hiking sales have increased and heli-skiing has remained at full capacity.”

Duncan’s keynote was was extremely well received and spending 5 days with the sales team allowed him to really get to understand their challenges beyond the original brief. It allowed him to share some strategies to help with these and as a third party was able to act as a go-between and support the Sales Director’s goals. His energizer and mentalism performances gave the sales conference a fun dynamic and kept the tone fun and lighthearted yet still delivering on the objectives.

UPDATE:

Since this keynote was delivered, summer adventure experiences have increased and several members of the sales team are more relaxed in their job, leveraging collaboration to their advantage.

THOUGHTS FROM DUNCAN

“One of the most incredible experiences of my life!”

This speaking gig was perhaps one of the most incredible of my 10 year career. I was fortunate enough to experience the full summer heli hiking experience in the incredible Rockie Mountains. The team was extremely welcoming and gave me the real opportunity to work with each of them. I always prepare for keynotes by learning about the culture and organization, but rarely am afforded the luxury of spendinga number of days with them.

This was a real opportunity to find out the internal challenges and support the team with my experience and am proud to call the sales team my friends in a truly unforgettable experience. Whilst I don’t always get the luxury in other organizations, those who hire me for my masterclass or workshop sessions are able to get even more tailored help to really move the needle for their team – helping them overcome their challenges and maximize their successes.

If you are interested in bringing Duncan to your event to improve performance and move you from good to great, then get in touch using the button below.