WORKSHOP ID: TSI-2023
• Ron Holm, Certified Track Selling Instructor and Track Selling Institute Co-founder
• Mike Thomas, Track Selling Institute Co-founder
Through the decades, we’ve moved from
- door-to-door, face-to-face local sales in the 19th century to
- phone sales in the early 20th century to
- global, face-to-face sales (with the advent of airplanes) in the mid-20th century to
- email in the late 20th century to
- video in the 21st century
Until COVID-19, we had all these options available to us. Now, the sales world has changed dramatically and we are no longer able to meet face-to-face in the office, at a restaurant, or at a ballgame. What do we do?
We need to adapt, and adopt new techniques and technologies to continue to generate revenue for our company and commission for ourselves. This can be hard. But it is necessary in this new world. And, we, at the Track Selling Institute, believe that the pandemic will permanently change the way that customers buy products and services, especially in the commercial world.
Our one-day Virtual Instructor-led workshop, titled “Selling in a Virtual World using the Track Selling System,” will provide you with a crash course on how to thrive and survive in this new working environment. We will cover the sales cycle from prospecting to close.
Here is our agenda. In each section, we’ll answer these questions:
- Selling in the Covid-19 World
What’s changed for salespeople who are selling in this new world? Can you still meet face-to-face with all of the personal and societal restrictions? How do you differentiate yourself in this new, highly competitive world? Are you ready to learn the new tools and approaches required to survive and thrive in today’s selling environment?
- Find new prospects (LinkedIn Sales Navigator)
How do you make a great first impression online? How can you find the right prospect for your product or service? How do you make that initial outreach confidently?
- Build rapport with email video (Wistia Soapbox)
How do you address the first of the Five Buying Decisions: you, the salesperson? How do you differentiate yourself from your competitors and increase the likelihood of engaging with your prospects?
- Manage your sales process (Pipedrive CRM)
How can you use the sophisticated features of the modern CRM to improve your engagement and be more efficient? How can you take advantage of the integration of your email and scheduling system to make it easier for your prospect AND for you? How can you manage the endless commitments with precision and professionalism?
- Expand your relationships (Zoom)
How can you expand your relationship interactively with your new prospect? How can you engage other members of their team who play a role in the buying process? How can you tell your story with impact and flexibility?
- Tell your company and product/service story (PowerPoint)
How do you use this tried-and-true presentation tool in new and innovative ways to tell a better, more compelling story? What features has Microsoft added in the last few years that give you the flexibility to respond to detours, answer questions, and focus on the features and benefits most relevant to your prospect?
- Close the sale (Track Selling System)
How do you execute your Agreement on Need? How can you effectively handle (or anticipate?) objections virtually? How do you Cement the Sale so your client is satisfied and the deal stays sold?
This high-impact, fast-paced virtual, instructor-led workshop will answer these questions and more. You’ll leave this session with new ideas, new approaches, and new skills that you can apply immediately to your selling process.