All workshops are held at the Arizona Small Business Association (ASBA) which is located at 4130 E. Van Buren St., Suite 150 in Phoenix (unless otherwise noted).

* Your registration investment for each of the Sales Skills workshops in the numbered series

(i.e. 100, 101, 201, 301, 401 & 501) is $59 for ASBA members ($69 for non-members).

Register by calling 602-265-4563 or by e-mail rsvp@asba.com.

 ** Your Registration investment for Creating Your Effective Networking Commercial

is $30 for ASBA members ($40 for non-members).

Register by calling 602-265-4563 or by e-mail rsvp@asba.com.
 

Pro Sales Coaching  ♦  Workshop Topic Descriptions

A Dozen Ways to Do Sales                                                                                 

Learn about the many ways to approach sales. This module covers 12 ways to get in front of your customers, and discusses how to increase sales opportunities, while concentrating on improving you and your team’s “batting average”.

Building and Leading a Successful Sales Team

This leadership discussion focuses on tips for hiring successful sellers, creating team synergy, and striving for overall team excellence. Learn valuable leadership tips, communication tools, and how to plan effective team meetings. Also incorporates a non-physical leadership exercise.

Creating & Selling Your Total Value

Your product or service contains numerous value components that have meaning to your customer. Are you and your team focused on the price of your solution, or are you proposing a solution that incorporates the highest degree of total value to your customer?

Creating Customer Loyalty – The Ultimate Customer Satisfaction

Loyal customers will stay with you longer than customers who are merely satisfied, and they also can act as additional (unofficial) sales resources for your company. Learn tips for transforming “satisfaction” into “excellence”, and building loyal long-term customer relationships.

Creating Effective Sales Collateral Tools

How clear is your sales message? What is the first impression your customer has of your company and your product or service? Learn tips to add clarity to your sales message, increase the chances of your collateral material being thoroughly reviewed, and making your sales material easier to understand.

Creating Your Effective Networking Commercial!

After learning some tips to develop an effective 30-second networking commercial, we will work on your specific message. Your opening statement will create customer interest and assist you with developing networking relationships that are critical to your business development activities.

Developing & Conducting a Professional Sales Call

Learn tips to assist you with planning and executing a professional sales call. From preparation techniques to communication skills, this topic covers the elements that will set you apart from your competition.

Developing Your Sales Process

A solid sales process will significantly enhance your sales effectiveness. Learn how to develop a winning sales process that can be used on a repetitive basis, yet be customized to your customer’s specific situation.

Effectively Communicating With Different Personality Styles

Learn tips on how to quickly identify a customer’s personality type so you can customize your conversations throughout the sales process to meet their behavior style and deliver the information in the manner that they expect to hear. These techniques will maximize your sales success.

Expanding & Leveraging Your Sales Results

Closing the initial sales opportunity for a customer is rewarding. A portion of the sales process is selling yourself (to some people this is the hardest part). Once the initial sale has been made, your team can learn how to up-sell and cross-sell other applications to solve customer needs and build additional revenue sources for your business.

Holding Salespeople Accountable for Achieving Results

This topic is designed for supervisory managers by giving you tips and techniques to hold your sales people accountable for achieving maximum results. Accountability includes recognizing performance and leveraging successes, as well as coaching and counseling for non-performance. Yesterday’s results do not guarantee tomorrow’s successes.

Increasing Revenue Through Negotiation

When, why, and how do you lower your sales price? Is it necessary to lower your price? In order to be able to negotiate with your customer, it is imperative that you understand what is driving their behavior. There may be several ways to come to an agreement with your customer that will close the deal.

Preparing a Professional Presentation

How will you articulate the value that you will bring to the customer? Learn tips for developing a winning written proposal that will get you noticed, and compel your customer to take action. Then learn additional tips you can use when making a formal face-to-face presentation that will convince your customer that you are the right vendor for them.

Refining Your Closing Skills - Don’t Talk Past the Close!

Is it time to close now, or was it time to close a while ago? Not closing at the right time can lengthen your sales process or even end your sales process. Discover ways to recognize the buying signals that are given to you by your customer. Learn to trial close early in the process, and ask for the sale at the right time.

The Secrets of Selling Benefits

Are you or your team using the “feature dump” to sell your products or services? Learn an effective questioning & listening technique to understand your customer’s specific needs. This data gathering skill will assist you and your team with proposing solutions that are beneficial to your customer’s business.

Tips for Profitable Prospecting

The need to understand and create an active sales funnel is critical to the success of a sales person. You and your team will learn ways to identify and cultivate sales opportunities, as well as building an effective prospect/project pipeline to maximize these sales throughout the year.