August 2009 Meeting - Chicago Chapter of NAIFA

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Selling in a Tough Economy

An interactive workshop for Management, Selling Professionals and Service Professionals that must develop and grow business.

Stop Selling Features and Benefits

For years, when it came to selling products and services, business professionals have been using a system where they told the prospective client all the reasons why the prospect should buy. Unfortunately, this is one of the quickest ways to fail in selling as there are inherent flaws in this system. In our session we will highlight some of the drawbacks of this traditional feature and benefit approach and give insight into some alternative approaches.

We will cover:

How to sell in a slow economy
Why the sales cycle gets longer and longer
How traditional ways of selling turn professionals into “unpaid consultants”
Why people who should be good at new business development don’t perform to expectations
How your prospects use your proposals to negotiate better deals elsewhere
How to minimize price as a factor in getting and keeping business
How to eliminate “I have to think it over”
What causes peaks and valleys in your sales

Sandler Training™

Innovative and effective training and consulting can put the sales professional and organization a step ahead of the competition, and provide the path to attaining professional goals. Sandler Training is committed to offering innovative and effective training through powerful public and private in-house training programs.

Sandler Training is the developer of the Constant Sales Improvement Process™, a nationally recognized process for growing a company's sales. This compliments the fact that on a national level, Sandler Training has been named the number one management-training program in Entrepreneur Magazine for five years.

From our two training facilities in Northbrook and downtown Chicago we provide professional coaching and unique sales and sales management solutions to the challenges faced by salespeople, sales managers and other professionals who must build a client base for their services

Eric Needles

Eric is a Coach and Trainer with Sandler Training. Eric brings a wealth of real world sales and training experience to his clients. Working with business owners, principals, sales managers, salespeople and non-selling professionals, Eric helps them develop the behaviors, attitudes and techniques to reach their full potential in sales.
Eric combines his 15 years of sales and sales management experience with his years as a bank Vice President to provide a unique passion for success. From non-selling professionals to dedicated sales people, sales managers, CEO's and Entrepreneurs, Eric has worked with professionals in hundreds of businesses and has worked on every end of the sales cycle in detail. His commitment to clients and their success has helped him form relationships that have lasted for many years and made Eric a trusted advisor, coach and trainer.

Constant Sales Improvement Process™

We work in the following areas with companies who are committed to meeting and exceeding their growth goals through sales.

Strategy
o Vision
o Mission
o Goals

Structure
o Management Structure
o Compensation Plans
o Tracking Systems

Staff
o Skill Evaluations
o Staff Overviews
o New Hire Screenings
o Hiring Process

Skills
o Sales Training
o Sales Management Training