Sales Growth Academy

Tuesday, September 26, 2017 - 9 to 11 a.m.

Event Pricing:
Effective Cost
Initial $1195.00

Location Information:
Lancaster Chamber
115 East King Street
Lancaster, PA 17602
Directions Directions to this event.

Contact Information:
Paige Schober
Email Contactpschober@lancasterchamber.com
Chat With The Chamber
Phone: (717) 397-3531 x249
Fax: (717) 293-3159

Online registration for this event closed on 9/25/2017

Are you looking for ways to improve your effectiveness? If you want to increase your percentage of closings based on a proven system that helps you to:

  • Save time by qualifying prospects faster - giving you more time to focus on achieving results
  • Establish credibility quickly by speaking the language your prospect understands
  • Build longer-lasting, more productive business relationships so referrals keep your network growing

Then join Greg Orth as he shares an approach that has worked for thousands of other professionals.

"I wish I had taken this class years ago. I truly believe it would have allowed me to be more successful in my current role and for my company." - Nick R., Sustainable Energy Fund

"I would highly recommend Greg Orth and the Sandler Training program to any business looking to raise the standard of excellence for their staff. The program provided a lot of valuable insight to both my professional and personal life. Greg did a wonderful job of engaging each of the members of the group and made us feel comfortable with open discussion. The high level of expertise and knowledge will certainly help me feel more confident and knowledgeable as I continue to grow in my career. I would take the course again in a heartbeat!"  - Brooke H., Travel Time Travel Agency

Who Should Attend: Field and Inside Sales Representatives, Business Development Professionals, Sales Managers, Account Managers, or anyone who is interested in learning a new approach to relationship-building in order to achieve results more effectively.

Course Outline:

  • September 26: Why Have a System?
    Like many other examples in life, a proven system creates efficiency and repeatable success. Unfortunately the old system of selling is no longer effective and people have caught on. Discuss and uncover the frustrations of selling and the road blocks they create. Learn why having a proven system for selling is critical to enable a win/win for both parties.

  • October 3: Building Relationships 
    People buy from people they trust. Therefore it is imperative to build solid relationships in sales and business development. Learn the impact of both verbal and nonverbal communication on our ability to connect with prospects. Understand how to identify and adapt to different behavioral styles to enhance our engagements. Develop the ability to clearly set expectations for both parties to minimize uncertainty and misunderstanding. This session includes a review of each participant's DiSC profile.

  • October 10: Qualifying the Opportunity
    Too often we don't properly qualify a person or business and spend too much time chasing them and never getting to any business. Sales people need to stop talking and giving free consulting without getting paid. Instead they should be focused on simply asking questions to understand the prospects needs, if they have the money to fix these needs and can they make a decision to do something about it.

  • October 17: Closing the Opportunity
    Once we feel we have properly qualified the prospect and determined it is worth spending time with them, it is important to understand the path to closing the business. While it is tempting to throw the catalog at the prospect, we should only present our products and services that directly impact the needs that were identified. Learn the steps to getting a yes or no as quickly as possible.

  • October 24: Prospecting and Tracking Behaviors
    Nothing gets sold unless we have an audience. Uncover the most effective and efficient prospecting options that make the most impact for your business. Create goals, but more importantly, learn to understand the proper measurable behaviors needed to reach those goals. Manage and track schedules of activities based upon budgets of time and expense vs. results.

  • October 31: Managing Your Mindset
    Maximizing success involves the active employment of technique, behavior and most importantly, attitude. The stronger we are between our two ears, the better we are at anything that we do. Learn to understand address your fears, uncertainties and doubts and shift the focus to strength, confidence and empowerment. Understand how to put all of it together to improve your communication effectiveness as well as your ability to close a sale.

About the Instructor - Greg Orth of Sandler Training:
Greg is President of Sandler Training in Lancaster. As a business executive driving sales, marketing and corporate strategies, Greg has spent the last 20 years working closely with Fortune 500 businesses utilizing unique approaches to business processes as well as innovative thinking to drive improved results. Before Sandler, Greg spent 5 years working with McKinsey and Co. and Henry Rak Consulting Partners. Working in the consumer packaged goods arena, he helped companies maximize their selling efforts utilizing consumer behavior and shopper analytics. Greg honed his business sense spending nearly 15 years in a variety of sales and management roles with The Hershey Company. Greg decided to leave the corporate world behind and take his skills and experiences to work with local businesses to help them achieve their business development and financial goals. The goal is to identify the gaps that are keeping you from reaching your pinnacle of success.

Questions? Please contact Cindi Moses, Professional Development and Training Manager at cmoses@lancasterchamber.com

 


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