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There are three key components to being an outstanding speaker and Don Cooper possesses all of them: 1. He knows what he’s talking about. 2. People like listening to him talk. 3. His talks spawn results.

At age seven Don started his sales career going door-to-door with seeds and greeting cards. At his last “real” job, a Washington D.C. delivery company, he increased sales by 38%.

Don also comes from an entertainment background, having performed in film and theatre, the Ringley Brothers, Barnum & Baily Circus, and the famous Improv Club. His dynamic style of presentation is able to keep audiences on the edge of their seats for numerous hours.

Finally, Don is frequently invited back by his corporate clients, because they see positive changes in their employees and workplace after his programs.

Full Profile

    Let’s be honest.

    You really don’t care where Don was born, where he went to school or what his degree was in. You don’t care whether he’s married or has kids, pets or houseplants. You don’t care about his awards, the organizations he belongs to or the number of publications in which his articles have appeared. You don’t even care about the books he’s written, because these days it seems like everybody and their housecleaner has written a book.

    When it comes down to it, there are only three things about Don you really care about:

      1. Does he know what he’s talking about?
      2. Will my audience enjoy hearing him?
      3. Can he help them produce real results?

    All fair questions. Here are your answers:
    1. Don’s sales career started at age seven, selling seeds and greeting cards door-to-door. Through high school, college and beyond, he sold both products and services, to consumers and businesses. His last “real job” was with a Washington, D.C. delivery company that, under his leadership, grew by an average of 38% a year. So he definitely knows sales.

    “This was a great presentation. (Don is) an authority in his field.”
    Sibo Ncube, Mastercraft Interiors

    2. However, knowing a lot about a subject doesn’t make a person a great speaker. You’ve probably suffered through presentations by people who were clearly experts, but were so esoteric, you couldn’t understand what the heck they were trying to say. Or worse, were so boring you had to fight to stay awake.

    Fortunately, Don also brings a performer’s background to his presentations. He has acted on stage and film, appeared in the Ringling Brothers, Barnum & Bailey Circus and even performed at the legendary comedy club, The Improv. This experience contributes to his ability to connect with audiences, keeping them entertained and involved for hours at a time.

    “I am still amazed by your energy and ability to ‘carry the floor’ for over 5 hours and still keep your audience in the palm of your hand.”
    Robert Luna, Medical Management Consultants

    3. By combining his sales expertise and performance skills with intensive research, Don delivers programs that are industry—and even company—specific. So audience members get unique insights and practical, relevant tools they can use immediately to increase their sales. Which is why Don is typically the highest-rated speaker at conferences and why his corporate clients often bring him back again and again.


Don Cooper Speaker Videos Back to top

Speech Excerpt


Don Cooper teaches how companies can easily raise their profits by simply raising their prices, debunking the idea that setting low prices has a major impact on sales. “According to the American Retail Association, only 14% of people buy solely on price,” Don reports. “Which means that 86% of people buy based on factors other than price. That’s your market.”


Speeches / Speaking Engagements Back to top


Don uses his extensive sales expertise to customize programs to meet the needs not only of your industry, but your specific company. His interactive workshops examine every aspect of the sales world such as sales tactics, customer service skills, price setting, networking, and more.

Don can adapt his programs to seminars ranging from 45 minutes to 3 hours or he can combine his presentations to create half-day or full day programs.

All programs are custom-tailored to your specific industry, company and/or meeting theme. The following presentations are available as keynotes or highly-interactive seminars, and can run from 45 minutes to 3 hours. Two or more programs can be combined to create a half-day or full-day program.

The Future of Selling
How to be a sales leader in the 21st century

The old ways of selling are dead. The archaic sales models of the last century are becoming increasingly ineffective. Today’s economy and today’s buyers demand a fresh approach. Those who master it first will be the most successful, both today and tomorrow. In this eye-opening program, you’ll discover:

  • Why the techniques that worked in the past don’t work now
  • What buyers really want
  • The single biggest mistake most salespeople make and how to avoid it
  • How to make your sales presentations shorter and more persuasive
  • The ten things salespeople do that buyers hate most
  • How to sell with honesty, integrity and confidence
  • The two most important sales skills and how to master them
  • How to completely lower your prospect’s defenses
  • Why your features are irrelevant
  • How to position your product or service as your prospect’s best choice

Five Keys to Selling in Tough Times
How to grow your sales in a shrinking economy

Selling in a good economy is easy. Selling in a bad economy is a lot more challenging. But there are still sales to be made. The only question is, will they be made by you or your competitors? In this practical, no-holds-barred presentation, Don will share with you:

  • How to deal with diminished budgets
  • What matters most in a bad economy
  • Why your price isn’t your real problem
  • Where and how to find new clients now
  • How to get a huge edge over your competition
  • What you should be doing less of and more of
  • How to uncover new sales opportunities
  • Why a positive attitude can actually work against you
  • How to get people to stop delaying and make a decision
  • Where to invest your time, money and energy for maximum returns

The Myth of Price
Why you should charge more and how to do it

Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait-immediately after this revealing presentation you’ll be raising your prices and reaping the rewards. Because you’ll discover:

  • Why you should probably increase your prices today
  • The keys to outselling your low-price competitors
  • Why you should (almost) never discount
  • What to do when your prospect pressures you for a discount
  • How to make your higher prices a selling point
  • The Jedi mind-trick prospects use against you and how to combat it
  • The one thing you must always do with your prospect
  • The huge problem with “value-added” selling and what to do about it
  • What people really mean when they say price is important
  • The big secret your prospect doesn’t want you to know
  • How to make your price seem like a bargain

The Tao of Selling
An enlightened approach to increasing your sales

Forget the old, hackneyed sales gimmicks. Forget about high-pressure. And forget the manipulative, self-serving tactics that today’s prospects know and hate. Instead, discover a fresh, innovative approach that lets you sell with integrity, confidence and enthusiasm. In this fast-paced, highly-interactive program, you’ll learn:

  • The two most important sales skills and how to master them
  • The three different types of prospects and how to deal with each of them
  • How to quickly build rapport with your prospect
  • The one thing you should never say to a prospect
  • How to completely lower your prospect’s defenses
  • The key to making the sale (It isn’t what you think!)
  • How to uncover your prospect’s hidden concerns
  • How to get a huge edge over your competition
  • The secret to creating a great sales presentation effortlessly
  • How to position yourself as your prospect’s best choice

Never Sell Ice to Eskimos
A practical program for powerful prospecting

Want more sales? You need more prospects. (And not just any prospects-quality prospects!) But most salespeople avoid prospecting because it’s traditionally frustrating, time-consuming and unproductive.

It doesn’t have to be, though. In fact, prospecting can be relatively easy and highly effective. That is, if you know the secrets to doing it right. In this powerful, hands-on session, Don will share with you:

  • What you must do before you start prospecting
  • The simple tool that will make your prospecting much more effective
  • How to find great prospects quickly and easily
  • How to make prospects want to hear from you
  • More than a dozen ways to reach your prospects
  • The secret to getting their attention
  • What to do with their attention once you’ve got it
  • How to get prospects to call you
  • Why perseverance is overrated
  • How to interest a prospect who’s already using another company
  • How to get the best return for your prospecting efforts

Talking Your Way Into the Sale
How to create and deliver powerful presentations

A great sales presentation grabs the prospect’s attention, holds their interest and makes them want to buy now. A poor presentation costs you the sale.

Whether you’re selling to consumers or businesses, you need your presentations to be as effective as possible. In this dynamic program, you’ll discover:

  • The big problem with most sales presentations
  • The secret to creating a great sales presentation effortlessly
  • How to make your presentation superior to everyone else’s
  • Why your features are irrelevant
  • How to eliminate skepticism so your prospect believes everything you say
  • What not to say during your presentation
  • The #1, most important word in sales (and other great words to use)
  • How to position yourself as your prospect’s best choice
  • Why you don’t need to have a better product or service to outsell your competitors
  • How to cut your presentation by 50 to 90% (and improve your closing ratio!)

The Physics of Closing
How to make the hardest part of the sale easy

There’s no magic to closing. (Although if you do the right things, they work like magic.) Effective closing is about physics. Physics?? That’s right, physics. (Along with a little psychology, economics and cryptology thrown in.)

Fortunately, you don’t need a PhD to improve your closing ratio. (You don’t even need any previous science classes.) This eye-opening presentation will provide you with the insights and tactics you need. You’ll discover:

  • Why closing is the #1 challenge for salespeople
  • The single biggest obstacle to closing the sale and how to overcome it
  • How to resolve objections more effectively than ever before
  • The “Dandelion Principle” and how it can make or break the sale
  • Why the old adage “Always Be Closing” is terrible advice
  • The hidden code your prospects use and how to break it
  • Why buying signals can be dangerously misleading
  • The absolute, clear-cut, no-question-about-it, single, best time to close your prospect
  • How to make closing quick, easy and painless (both for you and your prospect)
  • The secret to dramatically improving your closing ratio
  • How to increase your profit (and your commission) on nearly every sale you make

When Bad Things Happen to Good Customers
How to transform customers from enraged to ecstatic

Mistakes happen. No matter how hard you try to prevent them. Fortunately, mistakes can be overcome and even turned to your advantage if you know what to do. This program will enable you to uncover and resolve problems no matter how major or minor, resulting in loyal customers who buy from you again and again. You’ll learn:

  • Why most customer service efforts fail miserably
  • Why an angry customer can be better for you than a happy customer
  • The first thing to do when your customer voices a problem
  • How to quickly calm a furious customer
  • The one thing customers want above everything else
  • What you should never do with an angry customer
  • The magic customer service question
  • The one word you never want to hear from your customer (It’s not what you think!)
  • The two critical factors that determine how happy a customer is with your service Why you never want to satisfy customers (Yes, you read that correctly.)
  • The secret to getting more feedback from your customers
  • How to get your customers to brag about you to everyone they know

It’s NOT Who You Know
Making the most of meeting and mingling

To succeed in today’s world, you need networks of strong relationships to provide you with support, information, and opportunities. But how do you build relationships with people you don’t know? What do you say to total strangers? And where do you go from there? In this fun, highly-interactive session, Don will show you:

  • How to have confidence in any networking situation
  • The secrets to approaching total strangers with ease
  • Who to seek out when you enter a room
  • How to create a positive and memorable first impression
  • The one thing you must do every time you meet someone
  • How to meet more people in less time
  • The keys to starting and maintaining a great conversation
  • How to remember everyone you meet and make sure they remember you
  • Tactics for increasing your visibility and credibility
  • The easy way to get more referrals

Standing Room Only
How to boost attendance at your next event

Whether you’re planning a monthly meeting, a public seminar or an international convention, you want as many attendees as possible. The more people you have at your event, the more revenue you generate from registrations, the more exposure your sponsors receive and the more value your attendees derive from networking.

In this illuminating program, Don will share with you the secrets he’s used to help associations and other organizations shatter attendance records, in some cases more than doubling their registrations. You’ll discover:

  • How to position your meeting as a “must attend” event
  • 4 meeting myths that are costing you money
  • How to select the right speakers for your meetings
  • The biggest mistake chambers make when promoting their events
  • More than 20 tactics for marketing your event (many of which are free)
  • How to get other people to do your marketing for you
  • The most overlooked element of effective marketing pieces
  • How to get people to register now rather than later
  • How to raise your prices and your attendance at the same time
  • And much more!


Don Cooper Speaker Testimonials Back to top

    “I have used Don′s techniques for the past year and have increased sales by 30%!”
    Darren Fredrickson, Pacific Boatland

    “Thanks to the marketing tools you gave us to promote the event, we set an all-time attendance record!”
    Tracy Taylor-Sea, Longmont Chamber of Commerce

    “Thank you for such a wonderful seminar. Later the same day I was able to close a contract I had not expected to!”
    Rick Keaton, Ricksticks

    “Don Cooper is an excellent speaker and the information was right on!”
    Susan Hertzler, Cell Tech

    “The best I’ve heard with the greatest immediate impact.”
    John Williams, Sport Boats USA

    “11 out of 10!”
    Kenneth Kihiv, Twin Century Investments

    “A few hours after attending your program, I got a call from a prospect who compared my price with a competitor’s, which was $500 less. Instead of lowering my price to match (as I’ve always done in the past), I used one of the tactics you had just shared with us and it worked perfectly! I made the sale and the extra $500!”
    MaryAnn Probert, Acomoclitic Laser & Wax Studio

    “Excellent! I will refer to my notes again and again.”
    Linda LaManna, American Express Financial Advisors

    “This was a great presentation. (Don is) an authority in his field.”
    Sibo Ncube, Mastercraft Interiors

    “I would highly recommend him for any company looking to increase sales!”
    Deidra Gonzales, Calvada Surveying

    “I have attended a lot of seminars in my sales career. Many are useless. There are a few that get you pumped up for a couple of days. But none of the seminars I have been to gave me 22 ideas in a simple and functional format. Each of the ideas can be easily implemented into any sales team. Don′s seminar is thought provoking, entertaining and most importantly, useful. The trifecta!!!”
    Cole Coker, GEM Products, Inc.

    “Loads of wonderful info—didn’t want it to end!”
    Rebecca Gasaway, Budget Rent a Car

    “A must-see! Best 1-hour sales tools presentation I’ve attended!”
    Bradley Nathan, American National Bank

    “Fantastic! Thank you so much! All the information was very valuable and powerful. I learned so much and can’t wait to put it into practice.”
    Susan Thornton, APTUS Therapy Services

    “Don Cooper presents a fantastic seminar! His entertaining style, and methods for incentivizing participants to voice their opinions make the entire experience a fun way to learn.”
    Daniel Sanders, Noesis, Inc

    “Great presentation! Fantastic! Thanks!”
    Jeanice Henson, KGBT-TV Channel 4

    “The most useful, direct, and down to earth training I’ve had.”
    Mike Jones, Ross Motorsports

    “It was tremendous! I learned a lot.”
    Tina Solis, First National Bank

    “Wow! I walked away from (this program) full of great ideas I can put into practice immediately. I got my money’s worth 100% and more!”
    Heather Lutze, Lutze Consulting, LLC

    “Best seminar I’ve EVER attended—hands down!”
    Ron Christensen, Minnetonka Marine

    “Thank you for doing a fantastic job at our event in Las Vegas. You were extremely well-received and not only informative, but also entertaining.”
    Richard H. Middleton, Jr., Middleton, Mathis, Adams & Tate, P.C.

    “Awesome! I look forward to more seminars.”
    Charel Daehr, Manpower

    “Ready to make millions $$$!”
    Jeremy Barfoot, Courtyard by Marriott

    “I came away from this one-day course with more useful information and skills than I did spending two years at a post-secondary school in a marketing program.”
    Brent Morrison, Walt Healy Motorsports

    “Very educational & inspiring!”
    Belinda Merla, Cingular Wireless

    “After 28 years with two Fortune Fifty companies, I felt I was a good networker. But at Don Cooper′s seminar I learned new skills that gave me an immense payoff the following day!”
    Larry Allen, Transition Solutions

    “Great! The ideas were very helpful. It will help me a lot.”
    Maribel Mercado, The Valley Morning Star

    “I incorporated your points into my sales presentation and I have achieved a 65% closing rate!”
    Scott Field, Kitchen Tune-Up

    “This has been the best 3 hours of sales training that I’ve received in 20 years of being in business.”
    Jeff Uetrecht, Lake Drive Marine

    “Don′s energetic style is contagious. He has definitely earned our ‘invite again’ status!”
    Linda Zenker, American Association of Home-Based Businesses

    “Your dynamic presentations brought a significant lift to our retail-training program. I know of several success stories that resulted from the ideas and strategies you shared.”
    Scott Iverson, Watkins Manufacturing Corporation

    “I am still amazed by your energy and ability to “carry the floor” for over 5 hours and still keep your audience in the palm of your hand.”
    Robert Luna, Medical Management Consultants

    “Great presentation! Great content!”
    Grant Marsh, Merrill Lynch

    “I picked up more practical information in your hour and a half seminar than in wading through several books over the past seven years. Thank you!!!”
    Tom Schafer, Orion Industries, Inc.

    “This was the best training I have ever attended!”
    Christine Grant, Eden Talent Agency

    “Don′s mastery of the subject matter really gets the point across.”
    Martin Cooley, Network Computing Technologies

    “I appreciate the fact that Mr. Cooper took the time to research Line-X and was able to implement technical terms, lingo and existing Line-X programs and goals instead of a generic presentation.”
    Michael Osman, Line-X of Miami

    “Informative and captivating!”
    Tiffany Whitner, TCF Bank

    “Packed with solid information, presented with no waste!”
    Bernie Cohen, National Association for the Self-Employed

    “Go see his presentation—you’ll learn a lot!”
    Oksana Doncila, Morgan Stanley

    “A three hour investment for a lifetime of referrals.”
    Joe Allen, Net 2000

    “Thank you for a wonderful presentation at Top Gun. My staff was very excited about their newfound tools. Also, your suggestions regarding using visual tools have inspired some great ideas for displays in the showroom.”
    Kimberly Desler, Oregon HotSpring Spas

    “Lots of value and good information in a short time.”
    Bill Sinclair, Agelio Networks

    “The entire session was directed at exactly what we do and there was no wasted or useless information. That was the best sales seminar I have ever attended! Thank you!!!”
    Katy McDaniel, Lakeshore Sport

    “Excellent presentation! Don presented concepts I can put to immediate use.”
    Courtney Berg, Courtside Consulting

    “I made $5,000 more in commissions this year thanks to Don’s program.”
    Ron Wells, Boyd’s Marine

    “Great information, very well delivered! I′m looking forward to hearing Don again!”
    Sharon Fountain, Performance Development Corporation

    “You were a big hit at our WACE conference, receiving the highest rating of all of our general session speakers.”
    Dave Kilby, Western Association of Chamber Executives

    “I have heard lots of professional speakers and got more useable information tonight than any before.”
    Jodi Turner, The Pampered Chef

    Partial Client List:

    • Harley-Davidson
    • National Art Materials Trade Association
    • Cobalt Boats
    • Las Vegas Chamber of Commerce
    • Nissan Canada
    • George Fischer Corporation
    • Hot Spring Spas
    • Metzger Associates
    • Correct Craft, Inc.
    • Association. of National Account Executives
    • Pet Products Plus
    • Line-X
    • Middleton, Mathis, Adams & Tate
    • Big Rock Sports
    • Texas Chamber of Commerce Executives
    • Leapfrog Solutions
    • Mincom, Inc.
    • Completed Systems
    • NASA
    • Flowserve Corporation
    • National Marine Manufacturers Association
    • Spectra Logic
    • American Cancer Society
    • Yamaha Motor Corporation




* Please note that while this speaker’s specific speaking fee falls within the range posted above (for Continental U.S. based events), fees are subject to change. For current fee information or international event fees (which are generally 50-75% more than U.S based event fees), please contact us.

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    “I have used Don′s techniques for the past year and have increased sales by 30%!”
    Darren Fredrickson, Pacific Boatland

    “Thanks to the marketing tools you gave us to promote the event, we set an all-time attendance record!”
    Tracy Taylor-Sea, Longmont Chamber of Commerce

    “Thank you for such a wonderful seminar. Later the same day I was able to close a contract I had not expected to!”
    Rick Keaton, Ricksticks

    “Don Cooper is an excellent speaker and the information was right on!”
    Susan Hertzler, Cell Tech

    “The best I’ve heard with the greatest immediate impact.”
    John Williams, Sport Boats USA

    “11 out of 10!”
    Kenneth Kihiv, Twin Century Investments

    “A few hours after attending your program, I got a call from a prospect who compared my price with a competitor’s, which was $500 less. Instead of lowering my price to match (as I’ve always done in the past), I used one of the tactics you had just shared with us and it worked perfectly! I made the sale and the extra $500!”
    MaryAnn Probert, Acomoclitic Laser & Wax Studio

    “Excellent! I will refer to my notes again and again.”
    Linda LaManna, American Express Financial Advisors

    “This was a great presentation. (Don is) an authority in his field.”
    Sibo Ncube, Mastercraft Interiors

    “I would highly recommend him for any company looking to increase sales!”
    Deidra Gonzales, Calvada Surveying

    “I have attended a lot of seminars in my sales career. Many are useless. There are a few that get you pumped up for a couple of days. But none of the seminars I have been to gave me 22 ideas in a simple and functional format. Each of the ideas can be easily implemented into any sales team. Don′s seminar is thought provoking, entertaining and most importantly, useful. The trifecta!!!”
    Cole Coker, GEM Products, Inc.

    “Loads of wonderful info—didn’t want it to end!”
    Rebecca Gasaway, Budget Rent a Car

    “A must-see! Best 1-hour sales tools presentation I’ve attended!”
    Bradley Nathan, American National Bank

    “Fantastic! Thank you so much! All the information was very valuable and powerful. I learned so much and can’t wait to put it into practice.”
    Susan Thornton, APTUS Therapy Services

    “Don Cooper presents a fantastic seminar! His entertaining style, and methods for incentivizing participants to voice their opinions make the entire experience a fun way to learn.”
    Daniel Sanders, Noesis, Inc

    “Great presentation! Fantastic! Thanks!”
    Jeanice Henson, KGBT-TV Channel 4

    “The most useful, direct, and down to earth training I’ve had.”
    Mike Jones, Ross Motorsports

    “It was tremendous! I learned a lot.”
    Tina Solis, First National Bank

    “Wow! I walked away from (this program) full of great ideas I can put into practice immediately. I got my money’s worth 100% and more!”
    Heather Lutze, Lutze Consulting, LLC

    “Best seminar I’ve EVER attended—hands down!”
    Ron Christensen, Minnetonka Marine

    “Thank you for doing a fantastic job at our event in Las Vegas. You were extremely well-received and not only informative, but also entertaining.”
    Richard H. Middleton, Jr., Middleton, Mathis, Adams & Tate, P.C.

    “Awesome! I look forward to more seminars.”
    Charel Daehr, Manpower

    “Ready to make millions $$$!”
    Jeremy Barfoot, Courtyard by Marriott

    “I came away from this one-day course with more useful information and skills than I did spending two years at a post-secondary school in a marketing program.”
    Brent Morrison, Walt Healy Motorsports

    “Very educational & inspiring!”
    Belinda Merla, Cingular Wireless

    “After 28 years with two Fortune Fifty companies, I felt I was a good networker. But at Don Cooper′s seminar I learned new skills that gave me an immense payoff the following day!”
    Larry Allen, Transition Solutions

    “Great! The ideas were very helpful. It will help me a lot.”
    Maribel Mercado, The Valley Morning Star

    “I incorporated your points into my sales presentation and I have achieved a 65% closing rate!”
    Scott Field, Kitchen Tune-Up

    “This has been the best 3 hours of sales training that I’ve received in 20 years of being in business.”
    Jeff Uetrecht, Lake Drive Marine

    “Don′s energetic style is contagious. He has definitely earned our ‘invite again’ status!”
    Linda Zenker, American Association of Home-Based Businesses

    “Your dynamic presentations brought a significant lift to our retail-training program. I know of several success stories that resulted from the ideas and strategies you shared.”
    Scott Iverson, Watkins Manufacturing Corporation

    “I am still amazed by your energy and ability to “carry the floor” for over 5 hours and still keep your audience in the palm of your hand.”
    Robert Luna, Medical Management Consultants

    “Great presentation! Great content!”
    Grant Marsh, Merrill Lynch

    “I picked up more practical information in your hour and a half seminar than in wading through several books over the past seven years. Thank you!!!”
    Tom Schafer, Orion Industries, Inc.

    “This was the best training I have ever attended!”
    Christine Grant, Eden Talent Agency

    “Don′s mastery of the subject matter really gets the point across.”
    Martin Cooley, Network Computing Technologies

    “I appreciate the fact that Mr. Cooper took the time to research Line-X and was able to implement technical terms, lingo and existing Line-X programs and goals instead of a generic presentation.”
    Michael Osman, Line-X of Miami

    “Informative and captivating!”
    Tiffany Whitner, TCF Bank

    “Packed with solid information, presented with no waste!”
    Bernie Cohen, National Association for the Self-Employed

    “Go see his presentation—you’ll learn a lot!”
    Oksana Doncila, Morgan Stanley

    “A three hour investment for a lifetime of referrals.”
    Joe Allen, Net 2000

    “Thank you for a wonderful presentation at Top Gun. My staff was very excited about their newfound tools. Also, your suggestions regarding using visual tools have inspired some great ideas for displays in the showroom.”
    Kimberly Desler, Oregon HotSpring Spas

    “Lots of value and good information in a short time.”
    Bill Sinclair, Agelio Networks

    “The entire session was directed at exactly what we do and there was no wasted or useless information. That was the best sales seminar I have ever attended! Thank you!!!”
    Katy McDaniel, Lakeshore Sport

    “Excellent presentation! Don presented concepts I can put to immediate use.”
    Courtney Berg, Courtside Consulting

    “I made $5,000 more in commissions this year thanks to Don’s program.”
    Ron Wells, Boyd’s Marine

    “Great information, very well delivered! I′m looking forward to hearing Don again!”
    Sharon Fountain, Performance Development Corporation

    “You were a big hit at our WACE conference, receiving the highest rating of all of our general session speakers.”
    Dave Kilby, Western Association of Chamber Executives

    “I have heard lots of professional speakers and got more useable information tonight than any before.”
    Jodi Turner, The Pampered Chef

    Partial Client List:

    • Harley-Davidson
    • National Art Materials Trade Association
    • Cobalt Boats
    • Las Vegas Chamber of Commerce
    • Nissan Canada
    • George Fischer Corporation
    • Hot Spring Spas
    • Metzger Associates
    • Correct Craft, Inc.
    • Association. of National Account Executives
    • Pet Products Plus
    • Line-X
    • Middleton, Mathis, Adams & Tate
    • Big Rock Sports
    • Texas Chamber of Commerce Executives
    • Leapfrog Solutions
    • Mincom, Inc.
    • Completed Systems
    • NASA
    • Flowserve Corporation
    • National Marine Manufacturers Association
    • Spectra Logic
    • American Cancer Society
    • Yamaha Motor Corporation


All programs are custom-tailored to your specific industry, company and/or meeting theme. The following presentations are available as keynotes or highly-interactive seminars, and can run from 45 minutes to 3 hours. Two or more programs can be combined to create a half-day or full-day program.

The Future of Selling
How to be a sales leader in the 21st century

The old ways of selling are dead. The archaic sales models of the last century are becoming increasingly ineffective. Today’s economy and today’s buyers demand a fresh approach. Those who master it first will be the most successful, both today and tomorrow. In this eye-opening program, you’ll discover:

  • Why the techniques that worked in the past don’t work now
  • What buyers really want
  • The single biggest mistake most salespeople make and how to avoid it
  • How to make your sales presentations shorter and more persuasive
  • The ten things salespeople do that buyers hate most
  • How to sell with honesty, integrity and confidence
  • The two most important sales skills and how to master them
  • How to completely lower your prospect’s defenses
  • Why your features are irrelevant
  • How to position your product or service as your prospect’s best choice

Five Keys to Selling in Tough Times
How to grow your sales in a shrinking economy

Selling in a good economy is easy. Selling in a bad economy is a lot more challenging. But there are still sales to be made. The only question is, will they be made by you or your competitors? In this practical, no-holds-barred presentation, Don will share with you:

  • How to deal with diminished budgets
  • What matters most in a bad economy
  • Why your price isn’t your real problem
  • Where and how to find new clients now
  • How to get a huge edge over your competition
  • What you should be doing less of and more of
  • How to uncover new sales opportunities
  • Why a positive attitude can actually work against you
  • How to get people to stop delaying and make a decision
  • Where to invest your time, money and energy for maximum returns

The Myth of Price
Why you should charge more and how to do it

Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait-immediately after this revealing presentation you’ll be raising your prices and reaping the rewards. Because you’ll discover:

  • Why you should probably increase your prices today
  • The keys to outselling your low-price competitors
  • Why you should (almost) never discount
  • What to do when your prospect pressures you for a discount
  • How to make your higher prices a selling point
  • The Jedi mind-trick prospects use against you and how to combat it
  • The one thing you must always do with your prospect
  • The huge problem with “value-added” selling and what to do about it
  • What people really mean when they say price is important
  • The big secret your prospect doesn’t want you to know
  • How to make your price seem like a bargain

The Tao of Selling
An enlightened approach to increasing your sales

Forget the old, hackneyed sales gimmicks. Forget about high-pressure. And forget the manipulative, self-serving tactics that today’s prospects know and hate. Instead, discover a fresh, innovative approach that lets you sell with integrity, confidence and enthusiasm. In this fast-paced, highly-interactive program, you’ll learn:

  • The two most important sales skills and how to master them
  • The three different types of prospects and how to deal with each of them
  • How to quickly build rapport with your prospect
  • The one thing you should never say to a prospect
  • How to completely lower your prospect’s defenses
  • The key to making the sale (It isn’t what you think!)
  • How to uncover your prospect’s hidden concerns
  • How to get a huge edge over your competition
  • The secret to creating a great sales presentation effortlessly
  • How to position yourself as your prospect’s best choice

Never Sell Ice to Eskimos
A practical program for powerful prospecting

Want more sales? You need more prospects. (And not just any prospects-quality prospects!) But most salespeople avoid prospecting because it’s traditionally frustrating, time-consuming and unproductive.

It doesn’t have to be, though. In fact, prospecting can be relatively easy and highly effective. That is, if you know the secrets to doing it right. In this powerful, hands-on session, Don will share with you:

  • What you must do before you start prospecting
  • The simple tool that will make your prospecting much more effective
  • How to find great prospects quickly and easily
  • How to make prospects want to hear from you
  • More than a dozen ways to reach your prospects
  • The secret to getting their attention
  • What to do with their attention once you’ve got it
  • How to get prospects to call you
  • Why perseverance is overrated
  • How to interest a prospect who’s already using another company
  • How to get the best return for your prospecting efforts

Talking Your Way Into the Sale
How to create and deliver powerful presentations

A great sales presentation grabs the prospect’s attention, holds their interest and makes them want to buy now. A poor presentation costs you the sale.

Whether you’re selling to consumers or businesses, you need your presentations to be as effective as possible. In this dynamic program, you’ll discover:

  • The big problem with most sales presentations
  • The secret to creating a great sales presentation effortlessly
  • How to make your presentation superior to everyone else’s
  • Why your features are irrelevant
  • How to eliminate skepticism so your prospect believes everything you say
  • What not to say during your presentation
  • The #1, most important word in sales (and other great words to use)
  • How to position yourself as your prospect’s best choice
  • Why you don’t need to have a better product or service to outsell your competitors
  • How to cut your presentation by 50 to 90% (and improve your closing ratio!)

The Physics of Closing
How to make the hardest part of the sale easy

There’s no magic to closing. (Although if you do the right things, they work like magic.) Effective closing is about physics. Physics?? That’s right, physics. (Along with a little psychology, economics and cryptology thrown in.)

Fortunately, you don’t need a PhD to improve your closing ratio. (You don’t even need any previous science classes.) This eye-opening presentation will provide you with the insights and tactics you need. You’ll discover:

  • Why closing is the #1 challenge for salespeople
  • The single biggest obstacle to closing the sale and how to overcome it
  • How to resolve objections more effectively than ever before
  • The “Dandelion Principle” and how it can make or break the sale
  • Why the old adage “Always Be Closing” is terrible advice
  • The hidden code your prospects use and how to break it
  • Why buying signals can be dangerously misleading
  • The absolute, clear-cut, no-question-about-it, single, best time to close your prospect
  • How to make closing quick, easy and painless (both for you and your prospect)
  • The secret to dramatically improving your closing ratio
  • How to increase your profit (and your commission) on nearly every sale you make

When Bad Things Happen to Good Customers
How to transform customers from enraged to ecstatic

Mistakes happen. No matter how hard you try to prevent them. Fortunately, mistakes can be overcome and even turned to your advantage if you know what to do. This program will enable you to uncover and resolve problems no matter how major or minor, resulting in loyal customers who buy from you again and again. You’ll learn:

  • Why most customer service efforts fail miserably
  • Why an angry customer can be better for you than a happy customer
  • The first thing to do when your customer voices a problem
  • How to quickly calm a furious customer
  • The one thing customers want above everything else
  • What you should never do with an angry customer
  • The magic customer service question
  • The one word you never want to hear from your customer (It’s not what you think!)
  • The two critical factors that determine how happy a customer is with your service Why you never want to satisfy customers (Yes, you read that correctly.)
  • The secret to getting more feedback from your customers
  • How to get your customers to brag about you to everyone they know

It’s NOT Who You Know
Making the most of meeting and mingling

To succeed in today’s world, you need networks of strong relationships to provide you with support, information, and opportunities. But how do you build relationships with people you don’t know? What do you say to total strangers? And where do you go from there? In this fun, highly-interactive session, Don will show you:

  • How to have confidence in any networking situation
  • The secrets to approaching total strangers with ease
  • Who to seek out when you enter a room
  • How to create a positive and memorable first impression
  • The one thing you must do every time you meet someone
  • How to meet more people in less time
  • The keys to starting and maintaining a great conversation
  • How to remember everyone you meet and make sure they remember you
  • Tactics for increasing your visibility and credibility
  • The easy way to get more referrals

Standing Room Only
How to boost attendance at your next event

Whether you’re planning a monthly meeting, a public seminar or an international convention, you want as many attendees as possible. The more people you have at your event, the more revenue you generate from registrations, the more exposure your sponsors receive and the more value your attendees derive from networking.

In this illuminating program, Don will share with you the secrets he’s used to help associations and other organizations shatter attendance records, in some cases more than doubling their registrations. You’ll discover:

  • How to position your meeting as a “must attend” event
  • 4 meeting myths that are costing you money
  • How to select the right speakers for your meetings
  • The biggest mistake chambers make when promoting their events
  • More than 20 tactics for marketing your event (many of which are free)
  • How to get other people to do your marketing for you
  • The most overlooked element of effective marketing pieces
  • How to get people to register now rather than later
  • How to raise your prices and your attendance at the same time
  • And much more!


Speech Excerpt


Don Cooper teaches how companies can easily raise their profits by simply raising their prices, debunking the idea that setting low prices has a major impact on sales. “According to the American Retail Association, only 14% of people buy solely on price,” Don reports. “Which means that 86% of people buy based on factors other than price. That’s your market.”