Jim Cathcart

Jim Cathcart's Key Accomplishments Include . . .
Jim Cathcart, CSP, CPAE is founder and president of Cathcart Institute, Inc. His books The Acorn Principle and Relationship Selling, have both achieved bestseller status and been translated into multiple languages. As the author of 14 books and scores of recorded programs, his students number in the hundreds of thousands.

Jim Cathcart shows people how to produce measurable results. His messages emphasize: Behavioral Economics, Business Growth, Customer Loyalty, Leadership Initiative, Innovation, Sales & Service Motivation, Personal Accountability, Self Improvement and Persuasive Communication.

Jim Cathcart considers self-leadership as the vital starting point for all leadership. Utilizing scientifically proven models, Jim Cathcart reveals how to achieve rapid execution, solid decision-making, committed teams, self-motivation and lasting business connections.

More About Jim Cathcart . . .
A Customer Service Innovator, Jim Cathcart can coach your people on the concept of “UpServing,” (a phrase he coined) which means increasing the level of satisfaction realized at every point of contact with customers. This generates greater results, with less sales resistance, easier renewals and more recurring and referral business.  Jim Cathcart demonstrates to audiences how to build lasting customer loyalty.  He motivates people to see customers as assets and build profitable business relationships.

Jim Cathcart popularized the term “Relationship Selling.” As author of the revolutionary and bestselling book Relationship Selling, Cathcart holds decades of practical experience in exploring what works and what doesn't across multiple industries. His recent revision of this book explores the eight competencies of top sales producers in the twenty-first century. 

• High-Value Relationships & Behavioral Economics
  

  Every action has a value or a cost. Jim Cathcart focuses on Return on Attitudes, Return on Relationships, and Return on Behavior Patterns in an innovative approach to 'doing what works.'- Things that are measured tend to improve, so be sure you measure the things that truly count. Every action has a value or a cost. Jim Cathcart focuses on Return on Attitudes, Return on Relationships, and Return on Behavior Patterns in an innovative approach to 'doing what works.'- Things that are measured tend to improve, so be sure you measure the things that truly count.

• Relationship Selling in the New Era
  

  As the author of the original "Relationship Selling," published in 1986, Jim Cathcart has decades of practical experience in seeing what works and what doesn't . His 'Eight Competencies of Relationship Selling,'- written in 2002, emphasizes increasing Sales Readiness at all levels of the organization. He motivates sales people to see customers as assets and to build profitable business friendships.

• Growing Leadership At All Levels
  

  "If you can't lead you, please don't lead me!" Self Leadership is the beginning point for Organizational Leadership. Jim's bestseller "The Acorn Principle" grows out of his psychological research coupled with cutting edge business strategy and shows people how to use the collective intellect of the organization to tap individual strengths and maximize motivation. He shows how to get people to embrace the 'genetic code'- of your organization.

• UpServing - Giving Customer Loyalty
  

  Customer loyalty is to be given, not just received. If we want continuing business from someone, we must first be more loyal to them. "UpServing," a term coined by Jim Cathcart, is about seeking to upgrade the level of satisfaction achieved at every contact point with the customers. This leads to larger purchases, less sales resistance, easier recoveries, and more repeat and referral business. But first it requires a different Mindset.

“Jim Cathcart's Relationship Selling seminar at our recent Annual Sales and Marketing Conference was outstanding. His personal approach, and style connected extremely well with our Senior Management and Sales Team, I have already received many positive comments on how his comments and ideas will help our people move our people's relationships with their customers to a higher level.” 

--- Reinhart Foodservice

“You delivered the best seminar I have ever experienced! You captured the interest and attention of the entire group and the information was presented perfectly! Great ideas and inspiration - and I am looking forward to reading your books.”

--- Technology Assurance Group

“Our producers have not stopped talking about what a great job you did. You were entertaining, informative, interesting and so enthusiastic. Thank you!”

--- Wausau Insurance Company