Overcome the Sales Call Stall: Creating a Sense of Urgency with Customers who Procrastinate

Ever have a great opportunity go ice cold on you? You spent time and resources to develop an important relationship. And now, this person won’t even give you the courtesy of a response to your numerous phone and email messages. Do you take a chance and overstep the line and start “stalking” him? Or do you back off knowing the competition could step in where you left off?

It’s common to hit these types of brick walls because a prospect is afraid to take a chance, look stupid, or put his job on the line. Sometimes it’s easier for prospects to fall into a state of complacency or do nothing. The result is a lot of your sales efforts get wasted.

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Length: 90 minutes
Price: $189
Need to pay by check? No problem!
Call 866-872-5840 to register; tell us that you would like to pay by company check and we will email you an invoice.
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Cold Calling Scripts & Tips: Setting the Appointment, Overcoming Objectives, Making the Sale!

In today’s very difficult world of selling, there is only one thing to do to make more sales. SEE more people.

In this webinar you will learn how to get the decision-maker on the phone, explain the reason for the appointment, handle their objections and close on the appointment date and time.

If you need proven and effective selling tips this webinar is for you! Thousands, through his seminars, webinars and 53 books have used Schiffman’s simple yet effective method to transform their careers.

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Length: 90 minutes
Price: $189
Need to pay by check? No problem!
Call 866-872-5840 to register; tell us that you would like to pay by company check and we will email you an invoice.
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Selling Has Nothing to do with Selling

The underlining theme of this event is that sales people should stop selling, presenting, answering objections and closing and should instead play the role of a “change agent”.

Central to this webinar is the concept that salespeople have to adopt a “CEO mentality”. They need to view their territory/account list as a separate company that they run with P/L responsibility. In running this company they will have to protect “5 vital assets” in order to insure maximum leverage and return on assets.
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1) Time – Their most valuable asset. They need to guard and protect their time with opportunities that are qualified and have a high likelihood of moving forward. This requires a strict discipline of always qualifying opportunities by asking “tough questions” so that they don’t squander their time inappropriately.

2) Information – Most salespeople misallocate this valuable asset by prematurely leading with information and expertise. Because they spend 80% of their time giving out information, they are frequently reduced to commodity status.

3) Resources – Company resources are so often squandered by doing endless quoting, proposing and follow-up on unqualified opportunities where one loses leverage and control. Company resources need to be allocated judiciously and in a timely fashion to protect one’s effort, time and money invested on building new business opportunities.

4) Relationships – Sales people need to be discriminatory as to which relationships will yield them the greatest return. The key to building relationships today is knowing that people not only buy from those they like or respect, but more importantly they buy from those that understand their unique situations. This requires understanding their business, their challenges and problems with a high emphasis on probing, questioning and listening skills.

5) Self Concept – Sales people put their self-concept at risk with clients that use them, waste their time, stall them, mislead them and squander their resources. Sales people must recognize how to minimize these negative outcomes.

[su_spacer size=”15″]
Length: 90 minutes
Price: $189
Need to pay by check? No problem!
Call 866-872-5840 to register; tell us that you would like to pay by company check and we will email you an invoice.
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Managing your Time & Territory to Close More Sales at Higher Margins

What truly separates outstanding sales people from average performers? They focus on the quality of their efforts, instead of working countless hours, doing busy activities, and getting mediocre results. During this web seminar, you’ll learn proven strategies to pre-plan your sales calls, develop a laser focus to dig deep, high and wide in your sales territory. You’ll also learn how to gain access to key decision makers, qualify who is serious about doing business with you, and how to proactively manage your accounts and customers’ expectations.

The goal for this web seminar is to give you valuable insight on how to sharpen your skills to be more pro-active with your time and how you manage your territory. The result: You’ll walk away with practical information on how to close more sales with less effort.

[su_spacer size=”15″]
Length: 90 minutes
Price: $189
Need to pay by check? No problem!
Call 866-872-5840 to register; tell us that you would like to pay by company check and we will email you an invoice.
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