Sales Web Classes
Address the Topics Most Critical to Increasing Your Sales
Each month, my sales webinars provide an opportunity for you to explore a specific sales topic. We review key concepts and review real-life examples of how top performing sales professionals apply them. You also get the opportunity to directly ask me your questions to ensure you can apply the concepts to your own situation.
With each web class, you also receive a multimedia CDso you can review the class on your computer or in your car! You'll also receive transcripts and a copy of the presentation material so you can extract key elements of the web class for sales scripts and presentations.
How to Join These Web Classes
I've studied the habit of the top 10% of sales performers and one thing is consistent - the commitment to on-going skills development. Top performers know that to meet their goals year after year, they need to continually look for the latest techniques to build their pipeline and deliver the sales.
That's why I created my Lead-Up! Coaching Program - to deliver on-going training and resources for an immediate and on-going improvement to your results. And my web classes and a key part of that program. Click the link below to discover all the benefits of Lead-Up! and how they can help you sell more in less time:
These monthly web classes are an exclusive benefit for Lead-Up! members and I've made it easier than ever to join. On its on, each web class is a $200 value and includes the one hour webinar, CD resource and transcript. But you can get a web class for free when you join Lead-Up! for as little as $24 a month!
In fact, you can get monthly web classes as part of Lead-Up! In addition to being able to order as many as you would like, each Lead-Up! level includes a number of web classes as part of your membership. Click the link below to discover all the benefits of Lead-Up! and how they can help you sell more in less time:
Click on the titles below for a descriptions of upcoming web classes:
Client Attraction
Date: September 21st, 2010
Time: 1:00 pm - 2:00 pm Eastern
All the sales techniques in the world won't matter if you can't attract new prospects and new opportunities into your sales pipeline. In this web class learn 10 ways to find new opportunities - without making cold calls - engage with them immediately and fill your sales funnel to overflowing with potential opportunities. These client attraction and pipeline building techniques are designed specifically to improve closing ratios by developing warm leads and hot prospects quickly.
Unleash Your Secret Sales Force
Date: October 26th, 2010
Time: 4:00 pm - 5:00 pm Eastern
For any sales professional interested in selling more to more people in less time, testimonials are an absolutely vital part of the formula for success. If you're not using them in your business right now, you are missing out on one of the most useful and under-used sales tools...ever! Join us on this month web class to see how you can profitable use your secret sales force (your own customers) to quickly close more - and bigger - sales this year.
Don't Count Time, Make Time Count
Date: November 23rd, 2010
Time: 1:00 pm - 2:00 pm Eastern
In this class you will learn how to use time profitably from a sales pro who runs her own international ventures successfully. Colleen's staff and clients dub her "freakishly productive" because she routinely gets 1 month worth of work completed in a week. Be warned, Colleen does NOT deal in cliche glib, pablum solutions for time management or eye rolling techniques that you may have heard in the past. Colleen will take on cell phones, PDA's faxes, emails, phone calls, meetings, and every form of communication device that pervade our business. You will learn when to embrace these tools, and when (and how) to give them the boot. With a fresh take on "time is money" Colleen will show you how to maximize your days by using a disciplined productivity strategy that will allow you to spend more time with clients, and prospective clients, bringing in more business.
Cross Selling and Up Selling
Date: December 21st, 2010
Time: 4:00 pm - 5:00 pm Eastern
It's always easier to sell more to existing customers. In fact, surveys show that most clients want to be told about additional products or services that might suit their needs or about new items that were not offered in the past. It's a way of demonstrating that you are aware of their needs and care about their satisfaction. When you cross-sell, you offer the customer a product or service related to whatever they are already buying. It can be as simple as the waiter asking if you want a salad to go with your main course. Up-selling positions higher priced products in a good/better/best progression. Both methods of encouraging clients to spend a little more can dramatically boost your sales. This month we will explore the 9 best ideas for cross selling and up selling your clients, and increasing your profits!
Secrets of the Top 10%:
Following their plan will ensure your thriving success for 2011!
Date: January 25th, 2011
Time: 1:00 pm - 2:00 pm Eastern
In this class learn from the best. We will discuss real life examples from top performers on how to exceed your sales goals to ensure that you really thrive in 2011. Specific strategies we will discuss include:
- Goal Attainment
- Client Attraction
- Client Rentention
- Life Success
Don't miss this opportunity to kick off your year with the strategies to make it your best yet!
Closing the Sale: Getting Prospecting to Take Action
Date: February 22nd, 2011
Time: 4:00 pm - 5:00 pm Eastern
"We're too busy now! and call me back next month" are the most frustrating stalling tactics you'll ever hear in sales. They often force buyer and seller into a game of cat and mouse with you chasing your prospects in voice mail and email for what seems like an eternity. If you are chasing, you aren't closing. And let's face it….we are all under pressure to close more, now.
So what can you do to stop your prospects from stalling – and get them to take action now? Join us on this class to learn the top 10 closing practices designed to help you to chasing and start selling more, now.
Serving Your Clients to Ensure More Sales
Date: March 22nd, 2011
Time: 1:00 pm - 2:00 pm Eastern
Each year, corporations worldwide lose as much as 10% of their customers due to service-related issues. What's worse, a full 67% of those customers who leave do so because they perceive that the company is indifferent to their needs. In today's marketplace, success requires more than great products, good prices and efficient service. When you customer is mad, it will cost you a sale, future referrals and ongoing loyalty. What's worse, left unresolved an upset customer is more likely to tell their friends about the situation and of course magnify the issue just like the preverbal "fish story". Top sales professionals know how to convert customer service nightmares into sales sweet dreams mastering:
- how not to argue and still win your point,
- being successful and not necessarily right,
- active listening skills,
- the art of adapting to their customer's personality style, and
- always remembering that an uncertain customer remains angry.
You can convert your unhappy customers to profitable relationship by following these rules too.
Networking Success
Date: April 19th, 2011
Time: 4:00 pm - 5:00 pm Eastern
The fact is, if you're in sales, there's no avoiding networking. As salespeople, we've all been taught that networking is an effective way to meet new contacts and develop business. We're told to go to events, attend trade shows, and participate in business conferences and luncheons, all with the intention of meeting new prospects, engaging with existing customers and developing new sources of referrals. It's one thing to show up at an event. It's another thing entirely to emerge from it with a list of names, or the beginning of a series of potentially profitable relationships. In April we'll look at the answers to all your networking questions such as:
- What do I say when I get there?
- Should I ask for a card?
- When should I give them my card?
- How do I remember their name?
- What do I do when I get back to the office?
- How do I turn the conversation to business?
- How do I escape from a useless or annoying conversation?
- How do I enter into a conversation that's already in progress?
- Who should I approach?
…and more to dissect what you can do before, during and after every networking opportunity, to ensure you maximize your time, your results - and your profits.
Strategic Account Management:
Selling the Big Dollar Complex Deal
Date: May 24th, 2011
Time: 1:00 pm - 2:00 pm Eastern
Selling to large organizations requires a high degree of selling skills - coupled with analysis, planning and leadership skills. In this 90 minute program you will learn a systematic approach to planning and executing sales successfully to large and/or strategic accounts. In May we will cover:
- Initial qualification of executives
- Executive sponsorship
- How to navigate the enterprise
- Centers of influence in the enterprise
- Influencing decision criteria
Getting Past "Think it Over"
Date: June 21st, 2011
Time: 4:00 pm - 5:00 pm Eastern
It's the old put off - indecisive behavior - "think about it." Why do we hear it so often? While many prospects think it's the easiest way to get rid of you so they can focus on more immediate priorities in most cases salespeople have a problem asking prospects to make a decision during sales presentations, largely because we don't want to hear no. So, we permit prospects to drag us through the purgatory of alternating hope and despair. And even though 95% of prospects who "think about it" never result in any business, human nature compels us to hang on in hopes that, this time, things will finally go our way.
The end result: we waste valuable resources waiting for a sale that isn't going to happen. It takes forever to get a prospect who is "thinking about it" to finally say "no," which means we are wasting valuable time and selling resources. The "slow no" gives us a false sense of security and creates an artificially inflated forecast.
True, we must learn how to respond to prospects who always want to "think it over." Even better though, we can learn how to stop the indecisiveness from occurring in the first place.
Mastering the Fine Line between Persistence and Stalking
Date: July 19th, 2011
Time: 1:00 pm - 2:00 pm Eastern
According to Stanford University 85% of sales are made after the 5 meeting with a prospect yet 95% of sales people give up after the 4th meeting. Why do they give up so soon? Because the bottom 95% of sales people don't understand how to use the fine line between persistence and stalking to their advantage in closing more deals! By implementing a dedicated follow up model for all leads you can learn how to be in front of your prospects more often delivering value and closing more business than…well 95% of all sales people! Join us in July y to learn how you can be in touch with your prospects up to 200 times per year without annoying anyone, increase your return calls by 80% and have your prospects follow up with you.
Bidding and quoting and proposals - Oh My!
Date: August 23rd, 2011
Time: 4:00 pm - 5:00 pm Eastern
How to write them, deliver them and win them while navigating the purchasing department On this call you will receive the exact template Colleen uses to secure 5 and 6 figure contacts for engage as well as a model for presenting a proposal that increases your win rate by 50%.
I assembled this comprehensive set of topics based on input from you! These are the topics that my clients tell me are the most critical for their success and include my latest research. That's why I'm confident they will make a real difference in your sales performance.
