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Tips And Tricks to Boost Sales Productivity

Gain valuable, proven sales tips to enhance your productivity and stay at the top of your game.

Many sales professionals are experiencing lulls in their performance, are lacking the full pipelines they once had or they're burned out. Many also have more back office work than ever before that leads to fewer hours in the day to devote to the business of selling. This topic will help sales professionals infuse new life into their daily sales processes by learning to use some simple tips and tricks designed to immediately increase productivity. The goal of this topic is to help sales people sell more without working more. You will walk away with simple tools to begin selling more today.

Runtime: 63 minutes
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Introduction

  • The World of Selling Is Changing - How Do We Thrive in This Changing World?

Ideal Client

  • How to Determine Perfect Fit, Good Fit, Bad Fit, Horrible Fit
  • When to Say 'No' to a Client
  • Creative Ways to Attract Your Perfect Fit Clients

- Rewriting Your Elevator Pitch

- Using LinkedIn®

- Asking for Connections - Not Referrals

  • Prequalifying Clients

- Tips for Making the Initial Conversation More Productive

- Creating a 'Perfect Fit' Checklist

  • Filling Your Pipeline With Perfect Fit Clients

- Tips for Maintaining Forward Movement

Creating Compelling Key Messaging

  • Say Goodbye to Canned Scripts
  • Why Do You Need to Create a New Value Statement?
  • How to Communicate What You're Really Selling
  • The Value of Storytelling in Moving the Sale Forward

High Value Activities [HVA]

  • What Are They?
  • What Is the Right Number of HVAs per Day for Your Business?
  • Why Should We Reset Our Numbers Daily? The Value of Shorter-Term Planning

Tracking the Right Numbers

  • What Should You Be Measuring?
  • How Will You Track Progress?
  • What Do You Do With the Data?

Being More Authentic

  • Stop Closing - Start Connecting
  • Creating Surprises and the 'Wow' Factor
  • Using Personality Assessments
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

No credit available.

Audio & Reference Manual

No credit available.

MP3 Download

No credit available.

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More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Michelle Neujahr, MBA

Michelle Neujahr, MBA

The Business Renovation Company, LLC

  • Business GROWTH Coach, keynote speaker with more than 25 years of experience
  • Owner of The Business Renovation Company, LLC, a boutique-consulting firm, founded in 1991, dedicated to helping business owners and independent professionals to be more productive and grow their revenue
  • Provides business-coaching services and keynote presentations to organizations who want to grow and be more productive; also currently serves as an associate professor of business at Southern Maine Community College where she teaches Entrepreneurship and Social Media Marketing
  • Areas of consulting expertise include business growth, process improvement, sales and strategic planning
  • Area of speaking expertise include business growth, leadership, marketing, motivation, productivity, and sales
  • Currently conducting seminars and workshops for ScaleUp America [an SBA sponsored business growth program] Southern Maine Community College, Northeast Technical College and clients in the following industries: retail, finance, insurance, education and small business
  • Some of her clients include: Alex-Brown, RBC, Wells Fargo, 3M, Honeywell, Proctor & Gamble, State of ME and Target
  • M.B.A. degree, University of Southern Maine; B.A. degree in mass communication, University of Minnesota
  • Can be contacted at 207-838-9138, [email protected] or on Twitter® @MichelleNeujahr
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 400226
Published 2017
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