Laura Schanz Consulting Associates
Laura Schanz Consulting Associates
Laura Schanz Consulting Associates
"The time is always right to do what is right."
Martin Luther King Jr.



Friday Mornings
January 15 through February 26, 2010
7:30 a.m. - 10:30 a.m.
Eden Resort & Suites (Best Western), 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 Barbi Cottingham at barbi@lauraschanz.com
or by phone.

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
  • Laura Schanz Consulting Associates :: 1576 Lititz Pike, Lancaster, PA 17601
    Phone: 717-390-9950 :: Fax: 717-390-9952 :: Email: info@lauraschanz.com