Calendar 2010
January 21
The Network of Influence and Authority
Who's who in the network?
The four languages of sales
Functions, features, advantages and benefits
Self-assessment
February 18 - Signature Levels
What Clients don't buy
Protection against the competition
Nineteen really good reasons to sell to decision makers
March 18
Your first eight seconds
Ten leadership traits
Being the best you can be
What do you have in common?
April 15
Attitudes and Latitudes
A "would-I-spend-any-of-my-time-with-you" scale
Equal Business title vs. Equal Business stature
Attitudes, techniques and behaviors
May 20
Adopting a mindset
The art of introducing new thoughts
Direct questions
Becoming a trusted advisor
Changing your thought process
June 17
The Selling (and buying) Process
Bonding and Building Rapport
July 15 -
Process - Building contracts
Maintaining control
Creating a balanced relationship
Creating a personal contract
Communication style
Unshakable confidence
August 19
Process - Pain/Needs
Progress, growth, over-accomplishment and over-achievement
How to uncover client "real" needs
Problem, Reason and Impact
Expectation and reality
September 16
Process - Budget
Definition of "Budget"
What the client wants, the client gets
Time, resources and process investments
Accelerating the sales process
October 21
Process - Decision
Understanding the business criteria
The decision making process
Access to other players
The comfort factor
November 18
Process - Presentation
Winning Commitment
Understanding the big picture
De-cluttering the decision-making process
Presentations to the "Buyer"
December 16
Process - After Sale
Buyer-seller to customer-provider transitions
Decision making comfort
Revisiting
Second thoughts
On-hold/cancel
Winning unshakable loyalty
Seminar Location
Monrovia Community Center
119 West Palm Avenue in Monrovia CA 91016
Call: 626 862 9086
or email: salzman.professionalsales@gmail.com