Summer Sales Skills (Training) Series

Summer Sales Skills (Training) Series

Becoming a (Virtual) Consultative Seller and Relationship Builder & Developer

How you and your team manage relationships with existing and potential clients impacts both you and your organization in numerous ways. In today’s complex virtual selling environment, there is a significant amount of information you need to know about your clients and prospects, as well as a new sales process to adhere to in order to win and grow these partners in a virtual world.

Our Virtual 8-series Micro-Training Consultative Selling & Relationship Building sessions focus on the processes, skills and tools necessary to effectively communicate and build relationships with clients and prospects, and to become a Consultative (Virtual) Seller.

We refer to this as “Micro-Training” because each session is only 45 minutes long, designed to provide you with 20 minutes of theoretical training and 15 minutes of practical application training. At the end of each session, you will have actionable insights that you can immediately apply in your business.

Listed below are the topics of this 8-part series. All sessions will be recorded so you can watch the recording in the event that you miss a session.

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Session Titles & Program Descriptions

Micro-session #1: Consultative Relationships

(July 7, 2021, 1pm EST)

 What it means to be Client-Centred

 The 7 Paradoxes of Client-Based Selling

 Anatomy of a Client-Based Seller (Results, Tasks & Capabilities)

Micro-session #2: Consultative Prospecting Virtually

(July 21, 2021, 1pm EST)

 Leveraging your CRM Tool

 Warm prospecting

 Leveraging “Social” tools

 Referrals

Micro-session #3 : Preparing for Your Virtual Meeting

(August 4, 2021, 1pm EST)

 The value of preparation

 Opening the Meeting

 Your value (What’s In It For Them?)

 What value/knowledge/information are you providing?

 What are you planning on them saying “yes” to?

Micro-session #4: Uncovering their “IT”

(August 18, 2021, 1pm EST)

 Questioning to Understand Needs/Barriers

 Critical Reframing to Clarify

Micro-session #5: Earning More’s Yes’s

(September 1, 2021, 1pm EST)

 Delivering Your Recommendation/Solution

Micro-session #6: Objection Tool

(September 15, 2021, 1pm EST)

 What if / When they say “no” – Your real-time tool for objections, push back and “no’s”

Micro-session #7: Earning Commitment

(September 29, 2021, 1pm EST)

 Earning Commitment to next steps.

Micro-session #8: Unique Value & Competitive Advantage (October 13, 2021, 1pm EST)

 Building & defining what makes you and your organization unique, and how you are different than competitors

 Communicating your unique value competitive advantage

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Facilitators

Larry Graham

Prior to launching Centred Performance, Larry began his professional career working as a business consultant during business school, and evolved this foundation with over 30 years of experience as an individual contributor, entry-level, mid-level, and senior leader in general management, strategy, sales, marketing and client experience.

Larry has delivered workshops to over 10,000 learners in a broad spectrum of markets including: financial institutions, telecommunications, healthcare, manufacturers, retailers, construction companies, educational institutions, and municipal governments.

Larry co-developed a healthcare practice focused on Service Excellence which has been successfully implemented within numerous healthcare organizations, and has served as Instructor of Sales & Marketing at George Brown College, as well as taught Sales and Service Excellence programs for the Executive Education program at the Smith School of Business, Queen’s University.

Larry holds an BBA (Bachelor of Business Administration) from Ryerson University and is a 1st degree black belt in Karate, which he and his son Josh earned concurrently.

Sanjay Gupta

As a passionate entrepreneur with 25 years of hard-won practical experience, Sanjay Gupta understands the vision, tenacity and tolerance for risk that it takes to be a small business owner.

Sanjay began his business life as a sales director but took a leap of faith to start an import/export management business. Tea Connexions grew over 1000 percent in just three years. As he helped customers build global sales and distribution networks, Sanjay gained valuable experience in logistics, warehousing and distribution, and finance. He also honed his skills in sales and marketing, which would become his particular strength.

In 2009, Sanjay successfully exited his tea business and launched a consulting company. This led to opportunities in various business development roles, most notably with a disaster restoration company in Western Canada where he increased web traffic by 600 percent and reduced expenses and overhead while growing net profits.

Today, Sanjay leads his digital marketing agency in disaster restoration (Restoration Digital Marketing Solutions) and operates a master distributorship (CitriFresh Distribution). He is thrilled to be helping other business owners reach their goals as a TEC Chair in Kingston and is building groups in the Belleville and Brockville areas as well.

CLICK HERE TO REGISTER FOR THIS EVENT!