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The Three Biggest Mistakes Professionals Make in Selling

Designed For: Every professional service provider who wants to learn and then overcome the most costly errors in selling.

Objectives:

• To describe the most fatal errors professionals typically make in face-to-face selling situations with prospective and existing clients without even realizing it
• To help your people greatly improve your business development and closing percentage
• To show your professionals how to separate themselves from the competition

Program Highlights:

This program is based upon over one thousand interviews with the most successful sellers in all of the professions. People attending this program will learn skills that only the most proficient business generators have ever recognized. Most professionals make these mistakes without even realizing it, thus costing them and their firms countless clients and revenues.

Participants will learn:

• What Prospective Clients are Really Buying
• How to Take Total Control of the Selling Situation
• Creating the Distinction of "Selling" vs. "Marketing"
• How to Increase One s Closing Percentage
• Using the Client's "Emotional Pendulum" to Your Advantage
• Making the Sale At the Right Time: Avoiding The Traps That Cause Cost and Fee Objections
• The Eleven Keys of Active Listening
• Program Level: Advanced

Method of Presentation: Interactive and entertaining lecture

Recommended CPE Credit: 1 to 2 hours