For Sales People: Qualifying: Are They Really a Prospect?
The capacity to invest time, money and resources is critical when determining if a prospect is a qualified prospect. Too often sales people are faced with investment or money objections at presentation time because this step is skipped or ignored earlier in the sales process.
This workshop will help you become more effective at the first steps in the sales process, so that you can shorten the sales cycle, eliminate stalls and "think it overs" at the closing table and close more business.
- What is getting in the way of your gaining more commitments from prospects
- Specific questioning techniques to uncover your prospect's commitment to find the time, money and resources to make a change
- Why it is essential that you have the money discussion before presenting any of your solutions and how to have that dialog with your prospect
Who Should Attend
Sales managers in all lines of business and trainers will all benefit by this webinar.The Presenter
Walt Gerano brings with him more than 28 years of financial sales and sales management experience and has been a Sales Development Expert with Anthony Cole Training Group for over 8 years. His webinars are delivered in an entertaining manner and he captures the engagement of his participants with his wit and open 'story-telling' style. Walt personally coaches more than 50 salespeople across the country on how to achieve their sales goals and personal dreams.
|Licenses / Designations / Educational Credits:||CEU|
All US States: 1.25
All Canadian Provinces: 1.25
|About The Provider:
||Since 1983 Total Training Solutions has produced dozens of videotapes, CD-Roms, DVD's and web-based training modules. In addition to off-the-shelf products, Total Training Solutions also develops custom training products and consults with financial institutions to develop their own training curriculum.
For timely delivery of training topics, webinars or web conferencing is an unbeatable option. We now offer over 100 live programs per year and you can even purchase the recorded or ondemand session if you are unable to attend the live program.
We have worked exclusively with the financial industry since our founding. Because of this, we understand the needs of training departments in financial institutions and are alert to changes which affect the industry.
Attend the live session with the opportunity to ask questions to the presenter. You also receive a link to the handouts. All registrations for a live event will be given access to the OnDemand recording, at no additional cost, for seven days following the event. This will allow a flexible alternative when last minute conflicts intrude on scheduled events.
CD-Rom includes audio and video of recorded webinar plus hard copy handouts. You will also receive 6 months access to the OnDemand weblink as an added free bonus.
Includes a weblink for unlimited viewing for 6 months after the date of the webinar as well as a link to handouts.
Live + Recorded:
Includes all three options above. Live session, OnDemand Weblink, and CD-Rom plus Hardcopy Handouts.
Live + OnDemand:
Includes two of the options above. Live session and 6 months access to OnDemand Weblink plus link to handouts.
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|Currently Scheduled Dates For This Webcast|
|For Sales People: Qualifying: Are They Really a Prospect?||CD/On-Demand||$215.00||
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