Learn to be seen as a trusted advisor to all of your customers, gain their loyalty and win more sales.
Maximizing sales should be the goal of every salesperson and department. Whether you up-sell, cross sell or become the sole source for your customers, you can make yours customers-for-life when you apply practical skills to go beyond satisfaction to build trust, engender loyalty and garner allegiance over time. Learn ways to be seen and known, showcase your wisdom, share your expertise and sell from the position of trusted advisor, whether face to face or virtually.
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Why Lorman?
Over 34 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
Networking 101: Build Relationships That Lead to Sales
- Why You? Elevator Pitch to Showcase Uniqueness/Edge
- Give to Get: Share Your Wisdom to Establish Your Credentials:Columns, White Papers and Industry Speaking
- Keep in Touch and Stay in Your Customers'/Prospects' Periphery
- E-Zines and Blogs
- Linkedin, Listservs and Becoming a Trusted Advisor
Cold Calling Tips and Scripts
- Bypassing Gatekeepers to Connect to Decision Makers
- Ad-Libbing From Scripts
- Don't Forget to Ask Questions and Listen!
- Needs and Wants
Overcoming Objections
- Welcome Objections as Insights Into Concerns
- Anticipate Key Objections and Leverage Their Responses
- Remove Impediments Before Closing
Sympatico: Developing Customers for Life
- Up-Sells and Cross Sells
- Growing With Your Customers
- Selling More Through Service
- Celebrating Your Customers' Successes
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Why Lorman?
Over 34 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 Course
This course was last revised on January 28, 2015.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 34 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
Craig Harrison
Expressions of Excellence! (TM)
- Founder of Expressions of Excellence!™, a full-service training firm helping sales and service professionals engage and express, sell, and excel in the marketplace
- Coaches organizations to tell their and their client's success stories, design and deliver great customer experiences, and communicate for success
- Author of Stellar Service: Merge NOW with WOW to Win Customers for Life! (www.mergenowwithwow.com)
- Author of the Good, Better … BEST! series of books on communication and leadership, a pocketbook on leadership, three tips booklets, a CD, and hundreds of published articles on sales and service, communication, leadership, excellence, and more
- Founding president, dean emeritus of the Speakers Academy of National Speakers Association — Northern California chapter
- Instructor, University of California Santa Cruz, Silicon Valley Campus since 2001
- Interviewed John Wooden, Chesley “Sully” Sullenberger and Harvey Mackay, and has been interviewed by 60 Minutes, BBC Radio, and Financial Times of London
- Clients include Pfizer, McKesson, Plantronics, ATT, headsets.com, U.S. Army, nolo.com, Hilton Hotels, dozens of national and regional associations including NSA, MPI, CalSAE, HSMAE, CIBC, HDI, PMI, NAPO, NACE, and SGMP
- Senior consultant, www.TheConsultingTeam.com, facilitating positive change
- Can be reached at 510-547-0664, [email protected], or www.ExpressionsOfExcellence.com
More Program Information
Why Lorman?
Over 34 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.
All of your training, right here at Lorman.
Pay once and get a full year of unlimited training in any format, any time!
- OnDemand Courses
- Live Webinars
- MP3 Downloads
- Course Manuals
- Executive Reports
- White Papers and Articles
Additional benefits include:
- State Specific Credit Tracker
- All-Access Pass Course Concierge
Questions? Call 877-296-2169 to speak with a real person.
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