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"Informed decision-making comes from a long tradition of guessing and then blaming others for inadequate results."Scott Adams
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We invite you to join our diverse group
of energetic sales professionals
Thursday Mornings
February 17, 24, March 3, 10, 17, 31
and Wednesday, March 23, 2011
7:30 a.m. - 10:30 a.m.
7:00 - 7:30 Breakfast Available
Homewood Suites by Hilton Lancaster
200 Granite Run Drive, Lancaster, PA
Download Program Schedule and Content Overview (PDF)
Let us help you and your sales team stay a step ahead of your competition.
Join a diverse group of energetic sales professionals in an exciting and dynamic learning
environment where you will develop and reinforce valuable selling skills to help you reach
sales performance like never before!
Selling From The Inside Out is a values-driven solutions approach to sales growth and success
and will equip you to produce solid long-lasting results. Seven 3-hour sessions employ
interactive learning techniques that actively engage you for maximum skill development.
The cost is $895 per participant.
To find out more, contact Dot Milliken at dot@lauraschanz.com
or by phone or by phone at: 717-390-9950.
Session 1: The Sales Process
Differentiating Between Sales & Marketing
Understanding & Shortening The Sales Cycle
Defining & Managing The Sales Process
Session 2: Sales Leadership & Management
Elements & Responsibilities of Sales Management
Characteristics & Skills of a Sales Professional
The Effectiveness "Zone"
Session 3: Goal Setting & Achievement
Know Your G.P.A. - Goals, Plan, Action
S.M.A.R.T. Goal Setting
Mapping, Activity, Execution
Session 4: Converting Prospects Into Customers
Identify Your Ideal Client Profile
Introductions & Opening Doors
Value Added / Added Value
Session 5: Relationship Development & Needs Analysis
Needs Analysis-Purpose, Process, Strategies
Understanding & Developing Change Readiness
Effective Listening & Questioning Skills
Session 6: Selling Different People Differently
Communication Realities
Understanding Yourself & Others (DiSC)®
Using Your Power Of Observation
Session 7: Completing The Sales Process
Closing The Sale - Gaining Commitment
Handling Objections & Rejections
Overview of a Sales Professional
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