Online Sales Training: Live Instructor
Led Webinars
What is a Webinar?
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"The Art of Recommending Solutions and Handling Objections"
Date: May 4, 2010
Time: 12:30pm to 1:30pm CST
Content:
Some sales representatives are great
at building rapport; others are
wonderful at explaining features,
advantages and benefits. However, for a
lot of people in sales, the moment of
truth comes when the deal gets personal,
when they recommend solutions and must
deal with customer anxieties and
objections. There is an art to
navigating this part of the sales
process. You don’t have to revert to
high-pressure tactics right here at the
end; it doesn’t even have to be
uncomfortable. But you do have to
understand how to handle both your
emotions and your customer’s emotions,
and be able to carefully guide both of
you to the successful conclusion you
both want to achieve.
During this interactive webinar you
will:
- Learn to recognize when the time
is right to recommend a solution
- Understand how to correlate
recommendations with benefits
- Learn how to respond to three
types of customer resistance
- Learn how to use value equations
to predict customer response
- Discover how to deal with the
four main types of customer
objections
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"The Power of Effective Probing"
Date: August 3,
2010
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:
- 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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"‘Close’ Encounters"
Date: November 2,
2010
Time: 12:30pm to 1:30pm 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 be 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 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 live instructor led webinars in seven different
topics - click the subjects below for topics:
Webinar
seats come with 30 day webinar archive library access after
the seminar.
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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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