How to Create a Winning Approach: Setting Expectations

Because of a declining demand for our online webcast, PSA has decided to discontinue that option. On October 4th, join us in person as Scott Plum gives his presentation. See below for details and registration:

How we approach every conversation with a prospect will determine how much information is shared or withheld. Prospects start with being guarded and cautious. Your goal is for them to be open to the possibilities of a better outcome because of your solution. However, if you don’t create interest and curiosity, the prospect will not share their needs, motivation, and priorities. This will cause a stressful conversation based on control and assumptions with a mutual quest of relevance. When you attend this meeting, you will learn:

The belief barriers that hold you back.
12 questions to uncover people, process, and priorities.
How to maximize time limitations.
Gather the information you need for a persuasive, winning proposal.

You never get a second chance to make a first impression. Don’t practice on your perfect prospects. I’ll see you there.

Scott Plum started his sales career at age 21 in 1987 selling real estate. He founded the Minnesota Sales Institute in 2002 to teach salespeople how to increase their closing ratio, shorten their sales cycle, and stop cutting their price to win the business.

He is Professor Plum and co-host of the podcast “Winning at Selling” with Bill Hellkamp. And is the author of Taking Off into The Wind: Creating Lift Out of Life.

Scott has served as president of the Professional Sales Association (PSA) from 2011-14 and the Sales and Marketing Executives (SME) from 2014-15. And vice president of the National Speakers Association (NSA) in Minnesota from 2015-17.

Connect at scott.plum@mnsales.com

Date: Friday, October 4, 2024

Time: 7:30 – 9:15 a.m.

Location: Minnesota Bank & Trust, 9800 Bren Road, Suite 200, Minnetonka MN 55343 – Light breakfast provided.