In an effort to include all of our members and guests PSA will be delivering our September event both live and online. On September 9th you can choose to join us in person as Professor Scott Plum gives his presentation or join us via webcast from 7:45 – 9:15 a.m. See below for details and registration:
Approaching and Engaging Your Prospect
You never have a second chance to make a first impression. Defining the relationship with your prospect starts with your first conversation. We all know trust and respect needs to be established quickly for the prospect to feel safe sharing valuable information. Our goal is they share information about the problems and challenges they are experiencing. At this time, too often the salespeople start presenting solutions. Which in most cases, turn off the prospect and created multiple objections from the prospect.
Changing your approach will change the conversation and how you engage with your prospect. Aligning the goal to the desired outcome, through creativity options, will increase the chance of achievement through a purchased solution. This includes a combination of techniques and process with an individual’s style and behavior.
If you are committed to converting conversations to client commitments, I invite you to attend this meeting.
You will learn:
- 3 approaches that creates prospect defensiveness
- 7 questions to uncover opportunities
- 5 reasons salespeople fail to achieve goals
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, generate more revenue and stop cutting their price to win the business.
His pronouns are “Chief Commander,” “Pro-instigator,” and “Grateful Son.”
He is Professor Plum co-host of the weekly podcast “Winning at Selling Podcast” and host of the podcast “What Salespeople Need to know About Selling”
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.
Date: Friday, September 9, 2022
Times:
- In Person : 7:30 – 9:15 a.m.
- Webcast : 7:45 – 9:15 a.m.
Location:
- In Person at 945 Winnetka Ave. N (MidWestOne Bank), Golden Valley, MN 55427 (limited to 25 Registrations) Light breakfast provided.
- Interactive Webcast – Be prepared to interact in breakout rooms with your camera on!
Register as usual and look for a confirmation email from PSA]
Investment:
- In Person : $10 for PSA Gold Member, $20 for Silver Members and Guests
- Webcast : $5 for PSA Gold Member, $15 for Silver Members and Guests (use coupon code WEBCAST)
IF YOU RUN INTO ANY CHALLENGES WHEN SIGNING UP PLEASE CONTACT KATHY@PSAMN.ORG
In Person registrations are limited are limited to the first 25, so sign up now.
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