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Sales Research Fundamentals: Don't Make the Mistake of Going in Cold!

Many sales people today have never been taught how to properly prepare for a sales call. They simply recycle the same sales conversation over and over hoping to find someone waiting to buy from them. Anyone can make lots of calls, and it takes almost no skill to convert a huge number of contacts into a sparse number of opportunities. But if you want to significantly increase your production, you'll need to do a better job of making every conversation count.

Proper preparation builds your confidence, saves time, impresses the customer and leads to better opportunities. It spells success!


Runtime: 81 minutes
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Why Lorman?

Over 32 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

Why Top Producers Have Moved Away From ABC and Transitioned to ABD

The Surprising Number of Cold Calls That You're Actually Making

Specific Ideas for Gaining Credibility Before Your First Contact

The One Piece of Info That Most Clients Want, but Very Few Ever Receive

How to Handle Objections Before They Arrive

The Three Ps That Every Customer Wants to Hear

Two Key Sentences You Must Leverage on Every Call

The Most Important Sixty Minutes of Every Day

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Why Lorman?

Over 32 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

This course was last revised on June 6, 2011.

Call 1-866-352-9540 for further credit information.

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Why Lorman?

Over 32 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

Tim Wackel

Tim Wackel

The Wackel Group

  • Founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life
  • One of today’s most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand
  • 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices
  • Been recognized as the number one producer in a 10,000 person sales organization
  • Helped lead a Silicon Valley startup through a successful IPO
  • Directed a 50 million dollar sales organization for a Fortune 500 Company
  • Clients includes organizations like Allstate, Cisco, Hewlett Packard, Philips Medical Systems, Raytheon, as well as many professional and trade associations
  • Writes a monthly e-newsletter Speaking of Sales is read by thousands of loyal clients around the world
  • Active member of the American Society for Training and Development and holds a professional membership in the National Speakers Association
  • B.E.E. degree, University of Nebraska
  • Can be contacted at [email protected]
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Why Lorman?

Over 32 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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Pay once and get a full year of unlimited training in any format, any time!

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Product ID: 387044
Published 2011
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