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DTSTART:20230930T130000Z
DTEND:20230930T150000Z
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SUMMARY:Dale Carnegie: Winning with Relationship Selling
DESCRIPTION:70% of sales forces report a minimum 20% increase in sales using the Dale Carnegie process.\n\nSelling is a lot more than just describing a bunch of features and benefits. And in today's world\, selling is more competitive than ever before.\n\n\n\n    Quotas keep growing\n\n    It's tougher to get to decision-makers\n\n    Competition is fierce and continues to grow in the marketplace\n\n    Customers demand much more\n\n    Your own company wants to "raise the bar" of sales performance\n\n\n\nWhat has worked in the past doesn't seem to be working anymore. Good salespeople follow a process that leads from prospecting to closing. Great salespeople combine that process with the drive to make the sale. Sales Advantage is the only course that gives you both sides of the success equation. Sales Advantage is the only course that gives you these critical ingredients for making the sale because it is the only one that interweaves Dale Carnegie Training's proven principles of success into every session. It will turn you into a sales leader because it develops the whole you.\n\n	\n		\n			1. Build Rapport\n			  Apply a proven seven-step selling process to create partnerships with buyers    \n\n			  Employ three strategies to make buyers eager to talk\n\n			  Establish immediate credibility to build alignment with buyers\n		\n		\n			2. Generate Interest\n			  Practice methods to uncover and appeal to different buyer interests\n\n			  Create power questions to get the information needed from buyers\n\n			  Widen the buyer expectation gap to create interest\n		\n		\n			\n\n			3. Provide Solutions\n			  Develop solutions that are unique to each buyer\n\n			  Formulate solutions that appeal to buyer's logic and emotions\n\n			  Present solutions that are persuasive and convincing\n		\n		\n			\n\n			4. Resolve Objections\n			  Identify points of agreement to lower buyer resistance\n\n			  Apply a win-win process to identify hidden objections\n\n			  Respond to the six most common objections with confidence\n		\n		\n			5. Appeal to\n\n			   Motives and Gain\n\n			   Commitment\n			  Evaluate buyer perspectives to move the sale forward\n\n			  Engage the prospect's emotions in the buying process\n\n			  Practice six methods to ask for the sale with confidence\n		\n		\n			6. Uncover\n\n			    Opportunities\n			  Penetrate existing accounts and increase customer loyalty\n\n			  Identify the best prospecting methods to fill the sales pipeline\n\n			  Create a referral network of champions who bring business\n		\n		\n			7. Plan for Success\n			  Develop a motivating personal vision\n\n			  Establish meaningful goals to ensure higher levels of sales success\n\n			  Learn ten ways to manage time to focus on profitable action\n\n			  Create five approaches to add value for clients with effective follow-through\n		\n		\n			8. Master the\n\n			    Selling Process\n			  Tie the seven-step sales process together\n\n			  Appraise and communicate strengths to create relationships\n\n			  Build on the successes experienced in this program
X-ALT-DESC;FMTTYPE=text/html:<strong><span style="color:#304C5E"><span style="font-family:arial\,sans-serif">70% of sales forces report a minimum 20% increase in sales using the Dale Carnegie process.</span></span></strong><br />\n<span style="font-family:arial\,sans-serif"><span style="font-size:10.0pt">Selling is a lot more than just describing a bunch of features and benefits. And in today&rsquo\;s world\, selling is more competitive than ever before.<br />\n<br />\n&nbsp\; &bull\; Quotas keep growing</span></span><br />\n<span style="font-family:arial\,sans-serif"><span style="font-size:10.0pt">&nbsp\; &bull\; It&rsquo\;s tougher to get to decision-makers</span></span><br />\n<span style="font-family:arial\,sans-serif"><span style="font-size:10.0pt">&nbsp\; &bull\; Competition is fierce and continues to grow in the marketplace</span></span><br />\n<span style="font-family:arial\,sans-serif"><span style="font-size:10.0pt">&nbsp\; &bull\; Customers demand much more</span></span><br />\n<span style="font-family:arial\,sans-serif"><span style="font-size:10.0pt">&nbsp\; &bull\; Your own company wants to &ldquo\;raise the bar&rdquo\; of sales performance</span></span><br />\n<br />\n<span style="font-family:arial\,sans-serif"><span style="font-size:10.0pt">What has worked in the past doesn&rsquo\;t seem to be working anymore. Good salespeople follow a process that leads from prospecting to closing. Great salespeople combine that process with the drive to make the sale. Sales Advantage is the only course that gives you both sides of the success equation. Sales Advantage is the only course that gives you these critical ingredients for making the sale because it is the only one that interweaves Dale Carnegie Training&rsquo\;s proven principles of success into every session. It will turn you into a sales leader because it develops the whole you.</span></span>\n<table border="1" cellpadding="0" cellspacing="0" style="border-collapse:collapse\; border:none">\n	<tbody>\n		<tr>\n			<td style="height:69px\; width:140px"><span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">1. Build Rapport</span></span></span></td>\n			<td style="height:69px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Apply a proven seven-step selling process to create partnerships with buyers&nbsp\;&nbsp\;&nbsp\;&nbsp\;<br />\n			&bull\; Employ three strategies to make buyers eager to talk<br />\n			&bull\; Establish immediate credibility to build alignment with buyers</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:54px\; width:140px"><span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">2. Generate Interest</span></span></span></td>\n			<td style="height:54px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Practice methods to uncover and appeal to different buyer interests<br />\n			&bull\; Create power questions to get the information needed from buyers<br />\n			&bull\; Widen the buyer expectation gap to create interest</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:54px\; width:140px"><br />\n			<span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">3. Provide Solutions</span></span></span></td>\n			<td style="height:54px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Develop solutions that are unique to each buyer<br />\n			&bull\; Formulate solutions that appeal to buyer&rsquo\;s logic and emotions<br />\n			&bull\; Present solutions that are persuasive and convincing</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:54px\; width:140px"><br />\n			<span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">4. Resolve Objections</span></span></span></td>\n			<td style="height:54px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Identify points of agreement to lower buyer resistance<br />\n			&bull\; Apply a win-win process to identify hidden objections<br />\n			&bull\; Respond to the six most common objections with confidence</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:54px\; width:140px"><span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">5. Appeal to<br />\n			&nbsp\;&nbsp\; Motives and Gain<br />\n			&nbsp\;&nbsp\; Commitment</span></span></span></td>\n			<td style="height:54px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Evaluate buyer perspectives to move the sale forward<br />\n			&bull\; Engage the prospect&rsquo\;s emotions in the buying process<br />\n			&bull\; Practice six methods to ask for the sale with confidence</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:49px\; width:140px"><span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">6. Uncover<br />\n			&nbsp\;&nbsp\;&nbsp\; Opportunities</span></span></span></td>\n			<td style="height:49px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Penetrate existing accounts and increase customer loyalty<br />\n			&bull\; Identify the best prospecting methods to fill the sales pipeline<br />\n			&bull\; Create a referral network of champions who bring business</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:84px\; width:140px"><span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">7. Plan for Success</span></span></span></td>\n			<td style="height:84px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Develop a motivating personal vision<br />\n			&bull\; Establish meaningful goals to ensure higher levels of sales success<br />\n			&bull\; Learn ten ways to manage time to focus on profitable action<br />\n			&bull\; Create five approaches to add value for clients with effective follow-through</span></span></td>\n		</tr>\n		<tr>\n			<td style="height:54px\; width:140px"><span style="color:black"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">8. Master the<br />\n			&nbsp\;&nbsp\;&nbsp\; Selling Process</span></span></span></td>\n			<td style="height:54px\; width:369px"><span style="font-family:gill sans mt\,sans-serif"><span style="font-size:9.0pt">&bull\; Tie the seven-step sales process together<br />\n			&bull\; Appraise and communicate strengths to create relationships<br />\n			&bull\; Build on the successes experienced in this program</span></span></td>\n		</tr>\n	</tbody>\n</table>\n<br />\n&nbsp\;
LOCATION:Online - Via Zoom
UID:e.853.41809
SEQUENCE:3
DTSTAMP:20260925T200157Z
URL:https://business.sheboygan.org/events/details/dale-carnegie-winning-with-relationship-selling-41809
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