The online registration for this event is now closed and the refund deadline has passed.
You may still join us at this event for the below at-door price.
Speaker: Al Simon of Sandler Training
Program: Business University Seminar
This half-day seminar on sales and prospecting will teach you the three key steps for qualifying or disqualifying a sales opportunity. These three steps are:
1. Identifying the Prospect's Reasons for Doing Business: Prospects buy for their reasons, not the salesperson’s reasons. Attendees will learn how to define a prospect’s needs, wants, challenges, and/or problems or what Sandler calls “pain.” They will learn the three components of pain and how to use specific questioning techniques to uncover those elements. Additionally,
they will learn how to qualify or disqualify the opportunity based on whether their product or service could solve the problems identified.
2. Uncovering the Prospect’s Budget: If a prospect cannot or will not make the necessary investment to buy your product or service, it’s better to know sooner rather than later. The second step in qualifying or disqualifying the opportunity is uncovering the prospect’s budget. Al Simon will teach how to overcome the discomfort many salespeople
experience when discussing money matters with prospects. Attendees will learn specific questioning techniques to uncover the prospect’s budget and how to ask them in such a manner that does not put the prospect on the defensive.
3. Identifying the Prospect’s Decision-Making Process: How a prospect will make a buying decision should not be a mystery. If you don’t know ahead of time exactly what a prospect will need to see or hear to make a buying decision when you make your presentation, it’s unlikely that you will leave with a decision. This is the third and final step
in qualifying or disqualifying an opportunity—identifying the process by which prospects make buying decisions. Attendees will learn how to skillfully question prospects to uncover this information and will learn how to determine the players, the specific elements of the process, and the timeframe for the decision.
General Admission: $30
Members: $20 online; $25 at the door
Online Registration and Refunds end on Wednesday, Feb. 24 at Noon.