Be a trusted advisor that enrolls prospects through your proposal.
People much prefer to buy and enroll in something that serves them rather than to be sold. People connect with you based on building rapport when they feel related to and understood. What is compelling or most important to them is what addresses their challenge and shares a solution to the results they seek. One of the biggest mistakes salespeople make is focusing too much on the product or service's deliverables rather than the prospect's challenge. Selling is about you, and enrolling is about them. A trusted advisor approach in your proposal positions your business as a resource that empowers them to see the problem for what it is and what they can do to solve it and seek the results they desire. In your proposal, emphasize your understanding of the problems they're trying to solve, and then demonstrate how your solution is the best way to address those problems. This is much more compelling to a prospective buyer than a laundry list of features and benefits. Come learn the steps to prepare and position your proposal for more wins from a trusted advisor's perspective.
Agenda
Faculty
Christopher Salem
Sustainable Success Coaching & Consulting
- CEO and Business Acceleration Strategist at CRS Group Holdings, LLC
- Specializes in helping leaders and organizations elevate performance by aligning Emotional Intelligence with Leadership and Team Development, Workplace Culture, Communication Strategy, Customer Experience, Sales Acceleration, Production & Goal Setting, and overall Business Acceleration.
- Certified Speaker for AHRA – Radiology Leaders and speaks annually at more than 20 industry-leading B2B and B2C conferences and over 35 companies across various sectors. He also serves as a Lead Facilitator and Mentor for the American Management Association.
- International bestselling author of Master Your Inner Critic / Resolve the Root Cause – Create Prosperity and co-author of Mastering the Art of Success with Jack Canfield.
- Member of National Speakers Association (NSA), SHRM, and the American Management Association (AMA)
- B.S. in Purchasing & Materials Management; Arizona State University Adjunct Faculty – Westchester Community College; Advisory Board Member – University of New Haven Executive MBA Program; Certified Workplace Strategist; Certified Flourishing Coach; Certified Mindset Strategist – Mindset Sciences, Inc.
- Can be contacted at [email protected] or (203) 733-8469; Web-site: www.christophersalem.com | www.sustainablesuccess.net
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