Advertising is one way you communicate company messages, identity and products/services to prospects. Direct advertising sends your message directly to the prospect you are targeting. The various methods used to accomplish this are called channels. Learn the various direct advertising channels, the components of developing a campaign in each channel, and how to track the results. Topics include: Direct mail Opt-in email Events Trade shows Prospecting calls Tracking & evaluation
Every prospect has one or more decision makers and a decision-making process they use in order to make a purchase. If you do not identify all the decision makers and understand the decision-making process, you cannot effectively navigate it to a successful conclusion. Most stalls and "no's" result from either a missed step in the sales process, or a decision maker unexpectedly popping up at the end of the sales cycle. This module guides you through the strategies and tactics necessary to uncover and navigate the sale in order to yield the best results. This lesson includes: A description of decision makers, including who they are, what is important to them, how they influence the process and how to sell to them A discussion on the decision-making process, including how to uncover the process and how to successfully navigate through it Tools to help with decision maker identification and decision-making process navigation
This module will take about 25 minutes to complete. Establishing the correct corporate image is critical in today’s crowded marketplace. Your brand and messages compete with thousands of other messages on a daily basis. Discover the components needed to evaluate your current corporate image or to develop a new one, including: Learning the function of a corporate image Criteria of a corporate image that attracts your customer Aspects of corporate image Elements of corporate image Techniques to evaluate your corporate image
Many companies and businesspeople think corporate identity is simply a logo. To be truly effective, a corporate identity must seamlessly bring together the design, layout and graphics used internally, and in advertising and sales material. It should also include your company positioning statement, which should present a consistent brand image and message. Learn how to evaluate your current corporate identity or to develop a new one through concepts such as: Components of corporate identity design How to develop a positioning statement Elements of corporate identity system Development of a standards guide
In today's sales environment, it’s more important than ever for salespeople to be able to provide value and to avoid the “commodity trap” in order to separate themselves from the competition. This lesson provides the key components to conducting an effective analysis that leads to understanding customer impacts. These impacts can then be addressed through your product or service in order to provide value. Topics covered include: What an analysis is and why it is important? How to prepare to conduct an effective analysis The different types of impacts and why people buy Important questions to ask in order to develop impacts How to position your solutions presentation based on the information you obtained during the analysis
This module addresses “selling your company” through a capabilities presentation, one of the most crucial steps of the sales process. Learn how to: Prepare to give a powerful company overview presentation Identify and develop all the key components of company overview presentations Create your own company overview presentation Create different versions of company overview presentations
There are myriad training programs that focus on just the "final close" -- and not the "incremental" closes that make for a more seamless progression through the sales process. Some sales people view closing as potentially confrontational and "salesy," but it doesn't have to be that way. Learn closing skills that work and are natural and painless to both you and your prospects, including: Preparing to close Closing for next steps Trial closing The final close
Most sales organizations do a poor job effectively using case studies and testimonials to support their efforts. To the extent you obtain and use these tools correctly, your close ratios will increase exponentially. In this lessen we cover the difference between case studies and testimonials, why both are important, and where and how to use them to get the biggest impact. Then we help you build your own templates for each. By using the knowledge you gain from this module and filling in the templates with your information, you will position yourself to immediately close more sales. This lesson includes: The difference between case studies and testimonials, and the importance of both Where to use them in the sales process The components of a case study The components of a testimonial Downloadable templates for both
Many sales people think of the old "fish on the wall" approach when it comes to building trust and rapport. But true professional trust and rapport is about establishing a connection with the buyer. This lesson covers the techniques necessary to develop professional trust and rapport, and the correlation between rapport and your ability to learn key buying information such as: Decision makers Decision-making process Buying criteria
In this course, we focus on the four pain zones of the human body that are most susceptible to office work. The Head zone, the Neck and Shoulders Zone, The Back and Legs Zone, and the Tummy zone. Employees learn how to Break, Back Up, Look Away, and Walk Away, to improve their health at work. Managers learn how to create a plan for employees to help them eliminate their Pain in the Workplace. The end result: Decreased Disability claims, reduced absences and even increased productivity. It should take you approximately 40 minutes to get through this course.
Are you tired of having so many meetings in a day, that you have no time in the work day to complete your job role assignments? In this module you will learn the five step process to hosting and mediating effective meetings.
In this course, Active Shooter ALERT: Staying Safe in the Workplace, we will cover the statistics on Private and Government Sector shootings, define the term, Workplace Violence, analyze the WHY behind workplace shootings, and the after effect of workplace shootings on an individual, as well as provide employers and employees with tips for staying safe in these frightful, yet real situations.
Earn 1 hour of CLE credit while Terry C. Cox discusses living wills, advance directives, and powers of attorney in Tennessee. Learn the importance of these tools and how they can ease difficult situations for your clients and their families.
Earn 1 hour of CLE credit while learning about Tennessee premises liability law. Bryan Moseley discusses important aspects of slips, trips and falls, including proving liability and available defenses.
Earn 1 hour of CLE credit with Griffin Dunham, as he discusses collection methods in Tennessee, including post-judgment discovery, garnishments, and property execution.
Earn 1 hour of CLE credit while Daniel D. Coughlin reviews the basics of recovering under an uninsured/underinsured insurance policy, from identifying all applicable policies to protecting the UM carrier's subrogation interest.
Earn 1 hour of CLE credit with Russell Taber as he discusses relevant social media and ESI issues in Tennessee, including the ever-increasing data types and sources, discoverability of ESI, and the admissibility of ESI.