Sales Concepts Interactive Online Workshops

What is an interactive online workshop?

Far from standard webinars, our interactive online workshops are just that, interactive. Engagement is key throughout the sessions. During our workshops, we encourage you to enter the discussion. Ask questions and engage with Sales Concepts instructors live as if you were sitting in a classroom. Get your questions answered and your needs addressed. Our online sessions include homework assignments to ensure execution of the strategies and concepts.

Workshops Offered - The Sales Process Series - Wednesdays and Fridays

Although our workshops stand alone, they work well as a series to cover the entire sales process from before the first contact to after the close. We encourage you to enroll for them all and take them as a series for the best results. We offer two series, one held on Wednesday mornings at 11:00 AM Eastern Time and one on Friday afternoons at 3:00 PM Eastern Time.

Wednesday Workshop Series

Closing
Wednesday, September 28, 11 AM ET
Managing Time and Priorities
Wednesday, October 5, 11 AM ET
Objective Forecasting
Wednesday, October 19, 11 AM ET

What Makes Salespeople Great
Wednesday, October 26, 11 AM ET
Contact, Connect, and Communicate with Customers
Wednesday, November 2, 11 AM ET
Proactive Prospecting
Wednesday, November 9, 11 AM ET
Establishing Value
Wednesday, November 16, 11 AM ET
Buying Influences Wednesday, November 30, 11 AM ET
Asking Questions and Qualifying
Wednesday, December 7, 11 AM ET
Listening
Wednesday, December 14, 11 AM ET
Overcoming Objections
Wednesday, December 21, 11 AM ET
Selling Benefits
Wednesday, January 11, 11 AM ET
Developing and Presenting a Business Case
Wednesday, January 18, 11 AM ET
Register for all thirteen of our Wednesday workshops at once here:

Friday Workshop Series

Managing Time and Priorities Thursday, September 29, 3 PM ET
Objective Forecasting
Friday, October 14, 3 PM ET

What Makes Salespeople Great
Friday, October 21, 3 PM ET
Contact, Connect, and Communicate with Customers
Friday, October 28, 3 PM ET
Proactive Prospecting
Friday, November 4, 3 PM ET
Establishing Value
Friday, November 11, 3 PM ET
Buying Influences
Friday, November 18, 3 PM ET
Asking Questions and Qualifying
Friday, December 2, 3 PM ET
Listening
Friday, December 16, 3 PM ET
Overcoming Objections
Friday, January 20, 3 PM ET
Selling Benefits
Friday, January 27, 3 PM ET
Developing and Presenting a Business Case
Friday, February 3, 3 PM ET
Closing
Friday, February 10, 3 PM ET
Register for all thirteen of our Friday workshops at once here:
Please scroll for specific information about each workshop or to register for an individual workshop.

What Makes Salespeople Great

What does it take to be in the top 5%? Differentiate yourself and your company.
Why do some salespeople blow out their goals year after year while others struggle? In this workshop, we review the traits that distinguish successful salespeople from average salespeople. While we consider the typical characteristics such as tenacity, product knowledge, and industry expertise, we also look at some of the more obscure traits that increase success, like curiosity. It is challenging to connect, build value, and close without it. However, for this session, the emphasis is on connecting and establishing value by differentiating yourself. We focus on curiosity, connection, communication, establishing value, and leveraging those items to position for the close.
1 Hour - Friday, October 21, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, October 26, 2022 at 11:00 AM Eastern / 4:00 PM Pacific: $149.00 per person.
Click here to register for Wednesday.

Contact, Connect, and Communicate with Customers

Meet and surpass customer expectations their way.
Customers and prospects have different expectations from salespeople. If treated the same, the salesperson is missing opportunities to move the process forward. This easy to use method teaches time-proven skills for recognizing these expectations and building positive relationships. Attendees learn a better understanding of themselves and other people, how to work with people in varying situations, and how relationships affect the perception of value.
1 Hour - Friday, October 28, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, November 2, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

Proactive Prospecting

Maximize opportunities. Develop and execute a prospecting strategy.
We all know prospecting is important when it comes to generating new business and keeping our sales funnels full, but few of us do it. In this session, we evaluate what consistent, proactive prospecting is. Why it's important, and how to overcome what keeps us from doing it. We introduce an eight-step process for proactive prospecting.
1 Hour - Friday, November 4, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, November 9, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

Establishing Value

Make a memorable impression with relevant value propositions.
Customers value different aspects of companies, products, and services. No single item universally establishes value in the minds of customers and prospects. In this session, we look at the four types of value and how they affect customers perceptions. We assess sources of value and build questions to determine what customers value and how to quantify it. Salespeople can use this information to maintain margins and differentiate themselves in the minds of their prospects and customers.
1 Hour - Friday, November 11, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, November 16, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

Buying Influences

Develop a strategy to call on accounts at all levels.
When developing a strategy for calling on an account, whom do you contact? What do you say when you reach these people? How do you gain commitments from these people? We emphasize the importance of penetrating an account at all levels by dividing an account into four buying influences: Economic Buyer, User or Worker, Technical Buyer, and Coach. We explore and discuss ways to address both the real and perceived risks of each influence.
1 Hour - Friday, November 18, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, November 30, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

Asking Questions and Qualifying

Ask the right questions. Know where you stand. Identify and confirm your assumptions.
Nothing impacts the discovery of new opportunities more than the ability and skill to ask thoughtful, relevant, and insightful questions. In this workshop, we share a four-step process for asking impactful questions. We emphasize the importance of asking questions from the initial contact to the close. We review the barriers that keep us from asking questions with options to overcome them. We stress salespeople need to stop telling, stop assuming, and start asking questions.
1 Hour - Friday, December 2, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Asking Questions and Qualifying.
1 Hour - Wednesday, December 7, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Asking Questions and Qualifying.

Listening

No one ever listened themselves out of a sale!
Assuming one can listen because they can hear is like assuming one can read because they can see. How does it make you feel when someone listens to you, really listens to you? Do you provide that kind of feeling for your prospects and customers, or anyone in your life for that matter? Actively listening to them shows how important they are to you. Listening creates trust and loyalty. Listening is a skill that can only improve with practice. In this workshop we evaluate what keeps us from listening at our peak efficiency and explore methods to become better listeners. Now the next time you will know when a customer looks back at you and says, "Now where were we?"
1 Hour - Wednesday, December 14, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Listening on Wednesday.
1 Hour - Friday, December 16, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Listening on Friday.

Overcoming Objections

What’'s in it for the customer? Respond to objections.
To deal with objections effectively, we must understand where they come from and what causes them. Then we must understand how we react to them. In addition to the five basic types of objections, participants discuss the most difficult objections they encounter in everyday situations. We share a seven-step process for dealing with objections. We explore and discuss ideas to help participants respond when dealing with objections.
1 Hour - Wednesday, December 21, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, January 20, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

Selling Benefits

Approach the sale from buyer's perspective.
Salespeople typically sell what something is, customers typically buy what something does. This creates an inherent disconnect between salespeople and customers. Salespeople typically know and talk about, the features and advantages of their products and services. We stress the importance of discovering what these do for the customer. What is the benefit to the customer? This workshop is structured to demonstrate that customers are interested in the benefits applicable to them. Customers buy benefits. Understanding the benefit for each is imperative. The importance of asking questions to discover the benefit is stressed.
1 Hour - Wednesday, January 11, 2023 at 11:00 AM Eastern / 8:00AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, January 27, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

Developing and Presenting a Business Case

Establish value and create a sense of urgency.
A business case is a document or a presentation that helps a person or people understand the benefits and risks of an opportunity or recommendation. It compares alternatives and the benefits of the proposal with other options and the limitations of the status quo. A strong business case establishes urgency and makes a compelling argument for implementation. In this session, we explore how to develop and present a persuasive business case.
1 Hour - Wednesday, January 18, 2022 at 4:00 PM Eastern / 1:00 PM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, February 3, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

Closing

The six components of closing business.
The close is a logical conclusion to an orderly sales process. We discuss the six critical elements of closing and how they impact your ability to win business. Closing can be difficult for salespeople when they have not earned the right to close. Ways for closing the Economic Buyer (the final decision maker) are reviewed and discussed. Natural closing at the end of the sales process requires proper positioning at the beginning of the process. We emphasize how closing should be a natural part of the sales process and not an awkward question or gimmick.
1 Hour - Wednesday, September 28, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - February 10, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

Managing Time and Priorities

The main difference between successful people and mediocre salespeople is how they use their time.
Most salespeople have no idea what their time is worth or why it is essential to know the value of their time. We all have the same amount of time. This workshop is not so much about managing time as it is about choosing priorities. To properly allocate something, one must understand what it is worth. One of the critical differences between mediocre salespeople and successful ones is that successful salespeople understand the time they should allocate to win a particular piece of business.
1 Hour - Thursday, September 29, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, October 5, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

Objective Forecasting

Take the guesswork out of forecasting. Create accurate forecasts, not subjective ones.
One of the biggest challenges salespeople face is developing an objective and accurate forecast. Most have no idea how to assess and quantify the likelihood of winning future business. This program focuses on evaluating the thirteen critical factors for accurate forecasting. The factors are:
  • Need identified
  • Target close or implementation date established
  • Is the customer responsive
  • Budget allocated
  • Preliminary pricing discussed
  • Obtained positive feedback on preliminary pricing
  • Agreement upon tentative details
  • Economic buyer identified
  • Prospect is previous or current customer
  • No major obstacles perceived with proposal
  • Technical validation completed
  • Some competition has been eliminated
  • Approval from the economic buyer
  • Final pricing to be negotiated

We emphasize accountability, including the rewards and consequences for making or missing the forecast.

1 Hour - Friday, October 14, 2022 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, October 19, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

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