My Most Comprehensive Sales Training Resource Ever!

The Secrets of the Top 10%.
Following their plan will ensure your success for 2008!

Date: January 28th, 2008
Time: 4:00 pm - 5:30 pm Eastern

Make sure your sales results soar this year by implementing the sales secrets of the top 10%. During this class you will discover the 4 personality traits required for top level sales success, the 5 must use rules of sales for profitable selling everyday, and the “golden bullet” of sales success that will help you close more business next year. The “Secrets of the Top 10%” web class is not theory!. It is real life examples from countless top performers about their successes and how you can use this information every day to sell more, in less time, and make more money doing it.

Do You Have a Pipeline or a Pipe Dream?
15 Prospecting ideas to grow your sales all year long.

Date: February 26th, 2008
Time: 12:00 pm - 1:30 pm Eastern

Everyday, sales reps, business owners and sales managers complain to me that they can't create consistent sales month after month. Instead of a nice, straight line increasing consistently over time like an upwards pointing arrow, they find themselves staring repeatedly at sales results that look more like the highs and lows of a roller coaster track. The very best sales people know that the key to a profitable sales year – and converting sales dreams to sales success – is exceptional pipeline management. Join us in February to discover the 12 most profitable ways to manage your sales pipeline so that it is constantly brimming with qualified leads that you can close consistently month after month.

Creating Relationships Not Resistance.
Turning cold calls into hot leads.

Date: March 25th, 2008
Time: 4:00 pm - 5:30 pm Eastern

As salespeople, we generally have between 4 and 30 seconds to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, by the end of these all-important first few seconds, the vast majority of salespeople leave their prospects feeling more like ”oh darn, it’s a sales person, how do I get them off the phone,” and less like “oh, this is interesting, I think I should stay and listen!" Why? Because most of us tend to open our calls - cold calls, prospecting calls and follow-up calls alike - with statements that create resistance, instead of creating a relationship.

“Send me information!”, “We’re not interested!”,
“We have a supplier already!” and other Common Telephone Objections.
How to convert negativity on the phone to meetings, presentations and sales!

Date: April 29th, 2008
Time: 12:00 pm - 1:30 pm Eastern

The most common telephone objection is the unspoken: “Darn it’s a sales person. How do I get them off the phone!” More common, we hear “send me information” or “we’ll call if we are interested”. You know that these are just a ruse to get you off the phone but do you know how to effectively deal with them to secure appointments and make sales? Join us in April to discover:

• Telephone strategies that reduce and eventually eliminate objections
• How to convert more objecting prospects into paying clients
• "New and Improved" responses to age-old objections
• The top 3 telephone sales mistakes that lead to objections - and what to do instead
• Why acknowledging that a prospect is right will speed up the sale
• Two "killer" objection handling techniques

The Line between Persistence and Stalking.
How to follow up with your prospects consistently
and convert more leads to sales.

Date: May 20th, 2008
Time: 4:00 pm - 5:30 pm Eastern

According to Stanford University 85% of sales are made after the fifth meeting with a prospect yet 95% of sales people have given up by then. 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 May 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%
• Have your prospects follow up with you
• Reduce prospect stalling and "hiding" behind voice and email

Time Management: “Don’t Count Time, Make Time Count”

Date: July 21st, 2008
Time: 4:00 pm - 5:30 pm Eastern

In this program you will learn how to use time profitably from a sales pro who runs her own ventures successfully. Colleen’s staff and clients have dubbed her “freakishly productive” because she routinely gets 1 month worth of work completed in a week. Be warned, Colleen does NOT deal in clichéd, glib, pabulum 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.

How to Convert Loss and Stalls into Profitable Closed Sales

Date: August 26th, 2008
Time: 12:00 pm - 1:30 pm Eastern

Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect who doesn't have the power to say yes? Hesitation and questions about your product can come only from real decision makers. Why? Because hesitation, caution, questions and objections are a natural response from any serious buyer about to engage in a substantial investment. Despite the fact that hesitation is a natural part of the buyer's decision-making process, most sales people don't recognize why it happens and in turn react poorly when it does. We need to ask ourselves: if all serious decision makers have questions before making a major purchase and questions are a natural response from serious buyers, what is the best way to address them?

Account Management: 6 Steps to Manage Existing Clients for Maximum Profit

Date: September 25th, 2008
Time: 4:00 pm - 5:30 pm Eastern

Your current accounts are your most important sales asset and managing them correctly can easily increase your sales and profitably. The most recent studies show that repeat sales are up to 15 times more profitable than new sales. Your current accounts are only as valuable as the quality of relationship you have, with quality judged by your client’s perception of your relationship with them. To sell more to the customers on your list you must transition your thinking from “customer list” or “account management “ to “building a relationship with my customer”. Join us in September to learn the 6 steps to building long lasting, loyal and profitable client accounts.

Handling Angry Customers
Turning customer service nightmares into sales suite dreams!

Date: October 28th, 2008
Time: 12:00 pm - 1:30 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 proverbial “fish story”. Top sales professionals know how to convert customer service nightmares into sales sweet dreams mastering: (1) how not to argue and still win your point; (2) being successful and not necessarily right (3) active listening skills (4) the art of adapting to their customer's personality style and (5) always remembering that an uncertain customer remains angry. You can convert your unhappy customers to profitable relationship by following these rules.

9 Ways to Up-sell and Cross-sell to Your Customers:
Increase your average order size by up to 50%!

Date: November 24th, 2008
Time: 4:00 pm - 5:30 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 the 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 your higher priced products in a good/better/best progression allowing the customer to make a choice on what to buy. Remember that no one likes to be sold, but they LOVE to buy! Both methods of encouraging clients to spend a little more can dramatically boost your sales. In November we will explore the 9 best ideas for cross selling and up selling your clients, and increasing your profits!

Networking:
How to attend the right events to get the best leads
and turn them into profitable customers quickly.

Date: December 16th, 2008
Time: 12:00 pm - 1:30 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 December 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.