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 the execution of the strategies and concepts. Many of the courses include bonus material with examples customized for RSFG owners and BDM's.

Workshops Offered

In case you missed it in 2020

Managing Tabletops and Events
Friday, Mar. 26, 3:00 PM ET
Overcoming Objections
Friday, Apr. 16, 3:00 PM ET
Establishing Value
Friday, May 21, 3:00 PM ET
Developing Your 8 Prospecting Messages
Friday, Jun. 18, 3:00 PM ET

Brand new for 2021!

Friday, Jul. 16, 3:00 PM ET
What Makes Salespeople Great
Friday, Aug. 20, 3:00 PM ET
Although the workshops stand alone, they work well as a series to cover the entire sales process from the first contact to the close. We encourage you to enroll for them all and take them as a series for the best results. Register for all of our workshops at once here:
Please scroll for specific information about each workshop or to register for an individual workshop.

Managing Tabletops and Events

Make the most of your events with a proactive plan for success.
Develop, execute, and follow-up on a plan to achieve maximum return from your events. Learn how to immediately create a memorable positive impression, connect with, and qualify people at your events.
30 minutes of bonus material: from Bob Schultz, franchise owner, on getting the most out of your golf outing.
1.5 Hours - Friday, March 26, 2021 at 3:00 PM Eastern/12:00 PM Pacific: $89.00
Click here to register.

Overcoming Objections

What’s in it for the customer? Respond to objections with a 3 step process.
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.

30 minutes of bonus material on common objections in our industry from Susan Kuchta, VP Sales

1.5 Hours - Friday, April 16, 2021 at 3:00 PM Eastern/12:00PM Pacific: $89.00
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 customer’s 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.

30 minutes of bonus content specific to the restoration industry with Susan Kuchta, VP Sales.

1.5 Hours - Friday, May 21, 2021 at 3:00 PM Eastern/12:00PM Pacific: $89.00
Click here to register.

Developing Your 8 Prospecting Messages

Maximize the effectiveness of the 8-Touch Proactive Prospecting System
First, we will review the 8-Touch Prospecting Method. Participants create and review messages to use with the 8-Touch Proactive Prospecting system to differentiate themselves and their company from the competition. The attendees gain a method to create compelling messages continuously. We explain that this exercise is not a one-time event, but their statements become a part of their ever-evolving outbound sales-call strategy.
2 Hours - Friday, June 18, 2021 at 3:00 PM Eastern/12:00PM Pacific: $139.00
Click here to register.


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 - Friday, July 16, 2021 at 3:00 PM Eastern/12:00PM Pacific: $139.00
Click here to register.

What Makes Salespeople Great

What separates the top 5% from everyone else?
After a high-level view of the sales process, we focus on the three C’s of selling. Curiosity, Connection, and Closing.

If you attended all our classes last year, some of this will be a refresher, but there is new material!

If you missed the series last year, this one is for you. A good overview of our Sales Skills program.

Questions we discuss to establish a proactive mindset:

  • What are the top three traits that make salespeople successful?
  • What separates the top 5% of salespeople from all the rest?
  • Why do people buy?
  • What are the 3 critical questions that all customers have for salespeople but seldom ask?
  • What is the number one thing that keeps customers from buying?
  • What can you do to approach all sales from the customer's point of view?
  • How can you differentiate yourself in the minds of customers?
1 Hour - Friday, August 20, 2021 at 3:00 PM Eastern/12:00 PM Pacific: $89.00
Click here to register.

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