Sales Concepts Interactive Online Workshops

What is an interactive online workshop?

Far from standard webinars, our interactive online workshops are interactive. Engagement is critical 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 the 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. Starting on March 17, 2023, the Friday workshops will change to 11:00AM Eastern Time.

Wednesday Workshop Series

Managing Time and Priorities
Wednesday, February 1, 11 AM ET
Objective Forecasting
Wednesday, February 15, 11 AM ET

What Makes Salespeople Great
Wednesday, February 22, 11 AM ET
Contact, Connect, and Communicate
Wednesday, March 1, 11 AM ET
Proactive Prospecting
Wednesday, March 8, 11 AM ET
Establishing Value
Wednesday, March 15, 11 AM ET
Buying Influences
Wednesday, March 22, 11 AM ET
Asking Questions and Qualifying
Wednesday, March 29, 11 AM ET
Listening
Wednesday, April 12, 11 AM ET
Overcoming Objections
Wednesday, April 19, 11 AM ET
Selling Benefits
Wednesday, April 26, 11 AM ET
Developing and Presenting a Business Case
Wednesday, May 3, 11 AM ET
Closing
Wednesday, May 10, 11 AM ET
Register for all thirteen of our Wednesday workshops at once here:

Friday Workshop Series

Developing and Presenting a Business Case
Friday, February 3, 3 PM ET
Closing
Friday, February 10, 3 PM ET
Managing Time and Priorities
Friday, February 24, 3 PM ET
Objective Forecasting
Friday, March 10, 3 PM ET

What Makes Salespeople Great
Friday, March 17, 11 AM ET
Contact, Connect, and Communicate
Friday, March 24, 11 AM ET
Proactive Prospecting
Friday, March 31, 11 AM ET
Establishing Value
Friday, April 14, 11 AM ET
Buying Influences
Friday, April 21, 11 AM ET
Asking Questions and Qualifying
Friday, April 28, 11 AM ET
Listening
Friday, May 5, 11 AM ET
Overcoming Objections
Friday, May 12, 11 AM ET
Selling Benefits
Friday, May 19, 11 AM 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? This workshop reviews 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. 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 - Wednesday, February 22, 2023 at 11:00 AM Eastern / 4:00 PM Pacific: $149.00 per person.
Click here to register for Wednesday.
1 Hour - Friday, March 17, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Friday.

Contact, Connect, and Communicate

Meet and surpass customer expectations their way.
Customers and prospects have different expectations from salespeople. If treated the same, the salesperson misses 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 others, how to work with people in varying situations, and how relationships affect the perception of value.
1 Hour - Wednesday, March 1, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, March 24, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Friday.

Proactive Prospecting

Maximize opportunities. Develop and execute a prospecting strategy.
We all know prospecting is essential when 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 - Wednesday, March 8, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, March 31, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Friday.

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 value types 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 - Wednesday, March 15, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, April 14, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

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 commitment 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 each influence's real and perceived risks.
1 Hour - Wednesday, March 22, 2022 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, April 21, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Friday.

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 - Wednesday, March 29, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Asking Questions and Qualifying.
1 Hour - Friday, April 28, 2023 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 one can hear is like assuming one can read because one can see. How does it make you feel when someone listens to you, really listens to you? Do you provide that feeling to prospects, customers, or anyone in your life? 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. This workshop evaluates what keeps us from listening at our peak efficiency and explores methods to become better listeners. Next time, you will know when a customer looks back at you and says, "Now, where were we?"
1 Hour - Wednesday, April 12, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Listening on Wednesday.
1 Hour - Friday, May 5, 2023 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. We share a seven-step process for dealing with objections. In addition to the five basic types of objections, participants discuss the most difficult objections they encounter in everyday situations. We explore and discuss ideas to help participants respond when dealing with objections.
1 Hour - Wednesday, April 19, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, May 12, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register for Friday.

Selling Benefits

Approach the sale from the 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 of each is imperative. The importance of asking questions to discover the benefit is stressed.
1 Hour - Wednesday, April 26, 2023 at 11:00 AM Eastern / 8:00AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, May 19, 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 CaseNext workshop offered on Friday.

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 proposal's benefits with other options and the limitations of the status quo. A strong business case establishes urgency and makes a compelling argument for implementation. This session explores how to develop and present a persuasive business case.
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.
1 Hour - Wednesday, May 3, 2023 at 11:00 AM Eastern / 8:00AM Pacific: $149.00 per person
Click here to register.

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 yet to earn the right to close. Ways for closing the Economic Buyer (the final decision maker) are reviewed and discussed. We emphasize that closing should be a natural part of the sales process, not an awkward question or gimmick. Natural closing at the end of the sales process requires proper positioning at the beginning of the process.
1 Hour - February 10, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.
1 Hour - Wednesday, May 10, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.

Managing Time and PrioritiesNext workshop offerd on Wednesday.

The main difference between successful and mediocre salespeople is how they use their time.
Most salespeople have yet to learn 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 successful salespeople understand the time they should allocate to win a particular piece of business.
1 Hour - Wednesday, February 1, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, February 24, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

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. Unfortunately, many salespeople see forecasting as a waste of time. In addition, many salespeople have yet to learn how to assess and quantify the likelihood of winning future business. This workshop addresses harmful attitudes about forecasting and offers ways to overcome negative thoughts. This program focuses on evaluating fifteen critical factors for objective forecasting. The factors are:
  • The prospect is a previous or current customer.
  • The need is identified.
  • Target close or implementation date established.
  • The budget is allocated.
  • There is agreement on the tentative concept.
  • Preliminary pricing has been discussed.
  • The economic buyer is identified.
  • There is consensus among multiple people in the organization.
  • There are no significant obstacles perceived with the proposal.
  • Some competition has been eliminated.
  • We have obtained positive feedback on the preliminary pricing.
  • Technical validation is complete.
  • Final pricing negotiated.
  • We have approval from the economic buyer.
  • The customer is responsive.

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

1 Hour - Wednesday, February 15, 2023 at 11:00 AM Eastern / 8:00 AM Pacific: $149.00 per person
Click here to register.
1 Hour - Friday, March 10, 2023 at 3:00 PM Eastern / 12:00 PM Pacific: $149.00 per person
Click here to register for Friday.

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