| August 2021 | ||||||||||||||||||||||||||||||||||||||||||||||||
|
||||||||||||||||||||||||||||||||||||||||||||||||
|
||||||||||||||||||||||||||||||||||||||||||||||||
Location: Via Zoom
August 3rd, 2021
8:00 am - 10:00 am
How often do you find yourself presenting to a prospect who, it turns out, doesn't have the budget to spend with you? Find out how to determine if your prospect has a budget, and if he/she is willing to spend it with you.
Location: Via Zoom
August 3rd, 2021
11:30 am - 1:00 pm
Discover the major points of the Success Triangle and how Identity/Role Theory can help or hinder your success in sales.
Location: Via Zoom
August 10th, 2021
8:00 am - 10:00 am
How often have you been instructed by your boss to "ask for the order?" How many times have you thought you closed a sale, only to have the customer change his mind after you left his office and call you to "wait a few days before you process that order?" We will discuss how to close the sale without asking for the order, how to prevent buyer's remorse, and ask for future business and referrals.
Location: Via Zoom
August 10th, 2021
11:30 am - 1:00 pm
You will become familiar with the processes to identify, organize, and track the activities required to achieve sales goals and to develop an appropriate prospecting phone call.
Location: Via Zoom
August 13th, 2021
8:00 am - 10:00 am
Time is precious and, quite often, that time is wasted in unproductive, directionless and/or unnecessary sales and staff meetings. Learn how to conduct and understand two distinct types of meetings, and how to ensure that lines of communication are clear and your staff understands company goals and objectives. All of the necessary skills - from agenda setting, managing the discussion and debate, to obtaining agreement - are included in this session.
Location: Via Zoom
August 17th, 2021
8:00 am - 10:00 am
You got the order and closed the sale. The client loves you and is looking forward to doing business with you and your company. Are you done? Not yet! Learn how to solidify the sale, get referrals and position the client to be a part of your sales force for future business.
Location: Via Zoom
August 17th, 2021
11:30 am - 1:00 pm
Discover the importance of understanding how people communicate and the different behavioral styles so that you can adapt to the prospect's preferred styles . This will allow you to focus on the prospect and build a more trusting relationship.
Location: Via Zoom
August 24th, 2021
8:00 am - 10:00 am
Prospecting for new business is an integral part of the revenue-generating process. You should be spending at least as much time prospecting for new business as you are closing pending business and servicing existing business. Learn how to effectively use your time to execute a comprehensive prospecting plan that will help ensure your chances of long-term success.
Location: Via Zoom
August 24th, 2021
11:30 am - 1:00 pm
Discover the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or the outcomes.
Location: Via Zoom
August 31st, 2021
8:00 am - 10:00 am
What kind of impression do you leave on people when you first meet them? What do you say to a prospect that compels them to want to have a conversation with you? Do you spew your company's features and benefits at them, or do you use the opportunity to discover why they might want to learn more about your product or service? We will reconstruct, fine-tune and practice your 30-second commercial to do just that.
Location: Via Zoom
August 31st, 2021
11:30 am - 1:00 pm
You will understand the importance of helping the prospect to discover the compelling emotional reason to do business.