Duration: 1 1/2 - 2 hours - Time of event is Alaska Standard Time - 08:00 AM

In this economy you must reach out and penetrate qualified senior management prospects to increase your commissions and hit your quota. 

The fastest way to reach your sales goals, increase your sales pipeline and shorten your sales cycle is by cold calling. Yet many salespeople feel uncomfortable cold calling because they are unsuccessful when they try to break through the senior management "no call zone."

With the Value Forward approach, you can immediately position your firm to become a peer in the boardroom instead of a vendor in the hallway and start connecting with senior management. Our sales cold calling method is a proven, step-by-step process that has been taught to over 30,000 salespeople worldwide. 

It is designed to teach account executives how to sell commodity-based products and services to senior management executives of Fortune 1000 companies and presidents of small firms.

This is not a generic sales course, but a proven tactical methodology on how to find, present and close deals with decision makers.

Each teleseminar has limited enrollment, so all students can interact with the course facilitator.. This course can also be scheduled as a private teleseminar for your sales team.

Many of our students have been exposed to traditional sales methods and teaching programs but have found that their approach was too generic and did not work when they tried to sell senior management executives of Fortune 1000 companies and presidents of small firms.

Value Forward Selling is very specific and ONLY designed for people like you.

Agenda:

• Why should a senior executive talk with you and how to create value over the phone;
• Finding clients and penetrating their no-talk zone;
• Developing your sales value proposition that puts your business value in front of you;
• Management telemarketing do's and don'ts that most salespeople don't know;
• 9 steps to build tactical telemarketing scripts that work with management;
• How to manage gatekeepers;
• OK you got through - Now what do you say?
• How to set up your first in-person appointment, qualify the prospect and prove to them that you are
  an industry specialist;
• How to create executive language so prospects see you as a peer instead of a vendor;
• The three business drivers that force management to buy and how to use them as selling tools;
• 7 questions you need to ask every prospect to confirm they are a qualified buyer, not a professional looker;
• How to position yourself as a thought leader with the prospect on your first appointment;
• How to communicate like a peer to prospects so they openly tell you their business problems