Price: Complimentary
Presenter: Jim Allen, author of Value Based Selling – A Consultive Sales Methodology
In today’s tough economy a sales professional needs more qualified prospects and the ability to avoid discounting and concessions by selling value over price.
In this three part series you will gain actionable ideas that can be immediately implemented to 1) Improve your selling practices/processes and 2) Improve your lead-to-close ratio leading to sales performance improvements in any economy – good or bad.
Webinar # 1 Date: 1st Thursday of Every Month - 8:00 AM (PST)
Title: Selling in a Down Economy . . . by Improving Yourself.
For years sales professionals have been told "You need to become a trusted advisor to your prospects/clients". This is excellent advice and many sales people find they are able to do it; however, to others it remains a mystery. Is being a trusted advisor something that happens by coincidence or is there something intentional we can do to improve in this area? In this, the first of a three part, webinar series Jim will focus on helping you develop a high level of trust and confidence with your prospects/clients. He will cover why, as sales professionals, we resist change in this area and what is the best way to accomplish it. He will also help participants discover their true AIM (Attitudes, Interests and Motivations) and how it affects their ability to become the "Trusted Advisor" they want to be.
Webinar # 2 Date: 2nd Thursday of Every Month – 8:00 AM (PST)
Title: Selling in a Down Economy . . . by Improving Your Selling Skills
A recent study by ES Research found that 65% of a salesperson’s time is spent in front of the wrong prospects. In this second webinar you will learn how to improve your prospect qualification and presentation skills and as a result increase your lead-to-close ratio. Learning and using the skills presented in this session will help you determine and select the prospects that will result in the best opportunities for you and your company to pursue in this tough economy.
Webinar # 3 Date: 3rd Thursday of Every Month – 8:00 AM (PST)
Title: Selling in a Down Economy . . . by Improving Your Ability to Sell Value
Click here to register for this complimentary resource at the bottom of this form. We believe selling value is no longer optional in professional sales, rather, it is mandatory! This last webinar in the series will emphasize the critical importance of selling value. In this session you will learn 1) How to articulate the value of your software/service's solutions and 2) How to quantify and present your software/service's value proposition as an ROI-based investment and not as an expense that prospects want to avoid or postpone in this tough economy.
The 20/20 Corporate Sales Diagnosis is a 20 minute/20 question personalized one-on-one consulting call with one of our Certified Coaches. Each Value Based Coach has over 15 years of executive and field level sales experience. At the end of the session you will have an outsider’s perspective of your sales department’s strengths, weaknesses, and opportunities going forward. There will be time at the end of the call for you to ask questions and seek advice on what actions you can take immediately to affect your sales performance.
Click here to register for this complimentary resource at the bottom of this form.
