Online Sales Training: Quarterly Best Practices Webinars
Baker
Communications now offers quarterly best practices webinars
that are powerful training tools. By attending our webinars,
you will learn valuable tools and techniques without leaving
your desk. These are a perfect compliment to a live
class to continue and reinforce learning.
Upcoming Sales
Webinars:
"Building Value Propositions"
Date: February 13, 2008
Time: 12pm to 1pm CST
Content:
It doesn’t make a bit of difference
for you to be convinced that your
customer would appreciate the value of
your product, if only he would try it.
He is not likely to try it until he
becomes convinced that this product
offers the value he requires to meet his
need. Your role in the sales process is
to identify his motivation, understand
his needs, and explain your product in
such a way that the customer connects
the dots for himself.
During this interactive Webinar you
will:
- Gain an overview of customer
value investing
- Identify important
customer-product orientations
- Understand the principles behind
relationship selling
- Learn how to identify and work
with three different buyer
motivations
- Discover how to use FABs to
create customer awareness and
interest
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"Close Encounters"
Date: May 5, 2008
Time: 11-12pm CST
Content:
A Close is defined as "to put an end
to; to finish." In selling, this means
the process used to bring your customer
to a decision, whether it is “yes” or
“no”. Closing actually is a logical
progression of ideas bringing about a
decision. Since the close is the process
of helping your customer make a
decision, you should keep in mind that
everything you say during the approach
and the demonstration is directed toward
closing the sale. You begin closing the
sale when you first meet your customer.
From the very beginning, all of your
talking, thinking, and action is
directed toward closing.
During this interactive Webinar you
will:
- Learn how to build rapport
- Understand the importance of
building long-term relationships
- Conducting a thorough and
effective needs analysis
- Asking for the order
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"What’s in it for ME – Creating Value with Power of FABs"
Date:
August 4, 2008
Time: 11-12pm CST
Content:
We make decisions to buy in order to
address problems that may be affecting
our business. Helping your Clients
achieve their goals and solve their
problems is the key to creating value
propositions. Your job as a sales person
is to extract and understand the
explicit need of your clients and then
demonstrate how certain features of your
product will be advantageous and what
SPECIFIC benefit they will provide in
order to bridge the gaps in your
customer’s situation. Creating Value
with FABs is a powerful way to build
customizable solution for your customers
to fit their needs.
During this interactive Webinar you
will:
- Identify basic motivating
Factors behind Buying Decisions
- Create Introductory Benefit
Statements for your
Company/Product/Service
- Learn FAB format – Feature –
Advantage – Benefit – an effective
way to sell
- Practice utilizing FAB format
when selling specific
product/feature
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"The Power of Effective Probing"
Date:
November 3, 2008
Time: 11-12pm CST
Content:
The true definition of “consultative
selling” is, “to first, uncover and
fully understand the goals, problems and
needs of our customers and then, and
only then, to offer options and
recommend relevant solutions.” However,
most fail to be highly successful in
uncovering the scope of their customer’s
needs. In today’s economy, people buy
based on value. Our ability to
demonstrate how our product or service
creates value for the customer is
directly tied to whether or not we truly
understand our customer’s needs and
desires. Yet, many sales people continue
to make the fatal mistake of skipping
this all-important probing process and
jump straight into trying to sell their
customers on the features of their
product or service.
During this interactive Webinar you
will:
- Learn to appropriately use
open-ended questions to diagnose the
customer’s problem
- The difference between risk and
benefit questions and how to
demonstrate consequences
- How to use close-ended questions
to confirm the customer’s needs
- Ways to identify customer
commitment
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What is a Webinar?
A webinar is a seminar given over the
internet. You can raise your hand, ask questions, take
notes, and do role plays. Days before the webinar, you
will receive an email that contains a link, a toll free
conference call number, meeting number and password.
Shortly before the webinar is about to start,
log in to the webinar, dial in and enjoy the webinar!
Our webinars
are extremely affordable and convenient compared to other
training programs and seminars. Your entire team reinforce
their learning quarterly with out having people out of the
office and travel costs.
Baker Communications
offers Quarterly Best Practices Webinars in seven different topics - click subjects below for topics:
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Natalia is one of the
bi-lingual multinationals on Baker
Training Team. As a Senior Instructor
and a member of Content Development
group, her core competencies range from
sales and marketing integration to
seminar facilitation and content
development in a wide range of
industries and settings from global
corporations to small businesses and
government entities. As a WebEx
Specialist, Natalia designs and develops
in-class training and presentation
curriculums to suit on-demand
applications for remote delivery
allowing clients to maximize the
productivity of their global workforce
by providing effective Web-based
training solutions.
Prior to instructing,
Natalia acted as Marketing & Advertising
Project Manager for one of the leading
commercial real estate developers in
Central Texas, Stratus Properties. She
also specialized in the sales of
integrated custom-tailored IT solutions
to small and medium business markets at
Dell, Inc., which provided Natalia with
ample opportunities to refine core
competencies of being action oriented,
customer-focused, and results-driven,
and allowed her to further improve her
negotiations, sales, presentations and
time management skills.
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