United to advocate professionalism, integrity and growth for Michigan's green industry

Jeffrey Scott's Sales Summit: Growing 2013 Sales

Date: 
02/07/2013
Event Type: 
Other Green Industry Events

       REGISTER NOW FOR ALL 3 SEMINARS FOR $129!
 
Webinar 1
Thursday, February 7th @ 11 am ET
IMPROVING YOUR SALES: SELL MORE, WITH LESS EFFORT, AT A HIGHER MARGIN
 
•     Get clarity on your ideal prospect, and what they are really buying
    
•     Gain control of the sales process, and waste less of your time
    
•     Shift the conversation away from price only
    
•     Separate yourself from the low-ballers
    
•     Earn higher margins through a targeted process
    
•     Close sales more easily and quickly with specific techniques
    
•     Improve profitability by avoiding the “head trash” that affects salespeople
    
      
Webinar 2
Wednesday, February 13th @ 11 am ET
HIRING, BUILDING & MANAGING A SALES FORCE
 
•     Recruiting and hiring practices to ensure a better hire
    
•     Compensation systems that work
    
•     Managing a sales funnel — what is it, how do you manage it
    
•     Keeping salespeople efficient and productive
    
•     Understanding the different sales roles: hunter, farmer and cook
    
•     Creating accountability (beyond commissions) to ensure results
    
•     Transitioning clients away from the owner
    
•     Avoiding the pitfalls of bad hires and bad promotions
    
•     Learn about tools that help you hire and manage your salespeople
    
•     There is a “magic number” of salespeople to have —
learn what that is
    
•     Find out what really motivates salespeople (it is not always money)


Webinar 3
Wednesday, February 27th @ 11 am ET
ENHANCEMENT SELLING, CROSS SELLING AND ADD-ON SALES
 
•     Helping your clients create an ‘enhancement and upsales’ budget
    
•     Understanding the 5 upsales roles: Company, Owner, Salesperson, Office, Frontline technician
    
•     Relationship building techniques to grow sales
    
•     Sure fire cross-selling tips and techniques
    
•     Turning problems into sales opportunities
    
•     Planting seeds to grow future sales
    
•     Being efficient with your time
    
•     Empowering Foremen and Project Managers to sell