Online Sales Training: Live Instructor Led Webinars

“Work Smart, Not Hard: The Power of Referral Selling”

Date: Feb. 8th, 2011
Time: 12:30pm to 1:30pm CST

Content:

What is the purpose of selling? The purpose of selling is to complete a transaction in which one party receives some valuable consideration in exchange for delivering a commodity or service to a second party. Okay, that is still too complicated; let’s be perfectly clear: selling is about closing.

How can we increase our overall close rate with current resources and minimum effort? Is it possible to take your closing rate to a whole new level by adopting one simple strategy? The answer is YES - invest more of your time and energy into Referral Selling.

The metrics vary slightly by industry, experts agree that it is not unreasonable to expect pitches made to leads generated by customer referrals to close at rates reaching and regularly exceeding 50%. Referrals open doors by giving you an instant credibility boost.

During this interactive webinar you will:

1. Understand importance of Referral Selling in improving your Close Rate
2. Learn importance of Trust in Loyalty levels of your Client base and referral quality
3. Learn ways to build trust with existing and new accounts
4. Recognize different referral levels based on your current account analysis

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“Creating Value with Power of FABs”

Date: May 3, 2011
Time: 12:30pm to 1:30pm 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 Features, Advantages and Benefits (FABs) is a powerful way to build customizable solution for your customers to fit their needs.

During this interactive webinar you will:

1. Identify basic motivating Factors behind Buying Decisions
2. Create Introductory Benefit Statements for your Company/Product/Service
3. Learn FAB format – Feature – Advantage – Benefit – an effective way to sell
4. Practice utilizing FAB format when selling specific product/feature

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“Asking the ‘Right’ Questions”

Date: August 2, 2011
Time: 12:30pm to 1:30pm 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:

1. Learn to appropriately use open-ended questions to diagnose the customer’s problem
2. Differentiate between risk and benefit questions and how to demonstrate consequences
3. Use close-ended questions to confirm the customer’s needs
4. Identify levels of customer commitment

"True Commitment: Building Relationships that Last"

Date: November 8, 2011
Time: 12:30pm to 1:30pm CST

Content:

The old adage that “selling is selling” is wrong because it ignores the basic relationship building skills that individuals and organizations must acquire in order to build long-term sales relationships. To build lasting relationships, sales people must understand and appreciate their clients on both a business and a personal level. This webinar will focus on those steps necessary to build long-term relationships with clients.

During this interactive Webinar you will:

1. Define the consultative approach to selling
2. Bring emotional intelligence into the sales relationship
3. Learn about buyer styles and how to work with them
4. Understand and react to buyer behavioral cues during the sales cycle