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Sales Skills Workshops
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Topics
(Through December, 2008)
“These informative workshops will offer you valuable
tools that you can use immediately to enhance the way
you sell!”
SEATS FILL UP FAST – ADVANCED REGISTRATION IS REQUIRED –
DETAILS BELOW
August 26, 2008 ● Creating Your Effective
Networking Commercial! **
Arizona Small Business Association 10:30am – 12:00pm
Register by calling 602-265-4563 or by email
rsvp@asba.com.
September 11, 2008 ● Creating Your Effective
Networking Commercial! **
Arizona Small Business Association 3:30pm – 5:00pm
Register by calling 602-265-4563 or by email
rsvp@asba.com.
September 12, 2008 ● Sales Skills 101 *
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Tips for Profitable Prospecting
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The Secrets of Selling Benefits
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Creating & Selling Your Total Value
Arizona
Small Business Association 8:30am – 11:30am
Register by calling 602-265-4563 or by email
rsvp@asba.com.
October 3, 2008 ● Sales Skills 201 *
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Creating Effective Sales Collateral
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Creating Customer Loyalty
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Preparing a Professional Presentation
Arizona
Small Business Association 8:30am – 11:30am
Register by calling 602-265-4563 or by email
rsvp@asba.com.
October 28, 2008 ● Creating Your Effective
Networking Commercial! **
Arizona Small Business Association 10:30am – 12:00pm
Register by calling 602-265-4563 or by email
rsvp@asba.com.
November 14, 2008 ● Sales Skills 301
*
Arizona
Small Business Association 8:30am – 11:30am
Register by calling 602-265-4563 or by email
rsvp@asba.com.
November 25, 2008 ● Creating Your Effective
Networking Commercial! **
Arizona Small Business Association 10:30am – 12:00pm
Register by calling 602-265-4563 or by email
rsvp@asba.com.
December 12, 2008 ● Sales Management 501 *
Arizona
Small Business Association 8:30am – 11:30am
Register by calling 602-265-4563 or by email
rsvp@asba.com.
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 even necessary to
lower your price? What else is the customer looking
for? 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
satisfy their needs and 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.
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Fax: 480-304-4884