The Institute for Excellence in Sales (IES) has been bringing the top sales speakers in the world to the Washington DC (Capital) region for nearly half a decade and the next two speakers will help us raise the bar even higher. IES programs are designed to help sales professionals take their game up a notch in the area of sales pipeline acceleration, professional development or tactical excellence. In the next three weeks, sales professionals in the region have a chance to spend time with two superior sales experts who will help them improve their customer interactions and grow their business.
WHAT ABOUT THE SALES CONVERSATIONS THAT NANCY BLEEKE WILL TEACH ON FRIDAY IN TYSONS CORNER
Nancy’s book has received plaudits from sales leaders around the globe. Jill Konrath, author of Agile Selling and Selling to Big Companies, said, “Nancy Bleeke does an excellent job of showing you what it takes to have those collaborative, engaging conversations – whether the conversation is an initial meeting with new prospects to sell them on your value or a meeting with existing customers to uncover new ways to help them.”
She’ll be sharing some of her secrets from the book this Friday morning, February 26 in Tyson’s Corner at the monthly IES workshop.
Nancy will teach the following:
- How collaboration trumps consultation in sales
- Why WiifT (what’s in it for Them) is so valuable in sales and leadership
- How to identify the customs and characteristics that make you part of their Tribe
- Your personal Tribal Type and the key adjustments you need to make to “right size” each conversation…and relationship
Some reviews from her content include the following.
Stan Riches said, “Conversations That Sell is a MUST READ for any sales person who needs practical steps to make EVERY conversation count, not only the closing but the introduction, the discovery of their Problems, Opportunities, Wants and Needs, and the facilitation of a clear plan that all sides can work through.”
Philip Gerbyshak said, “Conversations That Sell is unlike any other sales book I’ve read. Instead of offering many ways to “close” your customers, it offers you real ways you can open your customer up so they can sell themselves. The focus of this book is on collaborative selling; working with your customers and prospects to find out what helps everyone win. The WIIFT (what’s in it for them) system outlined in this book really works to grow your sales, and every tool in this book will be a good fit in your tool belt, whether you’re a long time sales person or someone who doesn’t even feel they are in sales.”
Join your selling peers from DC, Virginia, and Maryland by registering here.
THEN FOLLOW UP WITH KYLA O’CONNELL ON HOW TO DEVELOP YOUR COMPETITIVE ADVANTAGE
People ask me all the time how professional selling is changing. The authors of The Challenger Sale say, “The need to understand what your star-performing reps are doing to set themselves apart from their core-performing colleagues has never been more urgent.”
Top organizations and salespeople understand the importance of differentiation, and work hard to establish and maintain it against their fierce competitors. Competing today against the backdrop of economic challenges, rapidly expanding technology and increased customer knowledge, only makes maintaining a competitive advantage more challenging.
On Friday, June 17, sales expert Kyla O’Connell will discuss actionable ways sales professionals can differentiate themselves. (NOTE: This program was originally scheduled for March 17 and was moved to June 17).
At her program, sales leaders will take away three key tactics that will increase their advantage over other salespeople, and help any premier performing salesperson stay on top.
- Tactic #1: Understand and Operate at the Highest Levels of Emotional Intelligence
- Tactic #2: Understand and Execute the Three Key Techniques to being a Perfect Listener
- Tactic #3: Develop and Articulate Strong Messaging through Ghosting Discriminators
Register to attend Kyla’s workshop by registering here.
DO YOU NEED TO BE A SALES PROFESSIONAL TO BENEFIT FROM THESE TWO PROGRAMS?
That’s a great question. The answer is no. IES programs are regularly attended by the following audiences:
- Successful B2B (business-to-business) sales professionals looking to stay fresh on the latest and greatest sales techniques and technologies.
- Sales leaders and their sales teams.
- Service professionals, such as consultants, recruiters, and accountants, who need to generate revenue for their firms.
- Business owners now tasked with bringing in sales. This is often represented by someone who is now the sales leader but has not had any real sales training.
- Millennials new to selling as a career.
- Marketing professionals who support the selling function.
IES programs start with networking and breakfast at 7:15 a.m. at the USA Today/Tegna Headquarters in McLean. The speakers start at 8:10 a.m. and continue until 10:30 a.m. Check out the 2016 IES calendar or call 888.443.9943.
I hope to see you this Friday and on March 17!