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How to Turn Prospects Into Clients, Selling Fundamentals for Consultants

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“How to Turn Prospects Into Clients, Selling Fundamentals for Consultants”


Presented in two 60 minutes sessions by

Ann-Marie Heidingsfelder,Sales Performance & Executive Leadership Coach


bundled price:

$59IMC USA members

$129 Non-Members


Webinar Description: Increasing pressure facing consultants in today’s challenging economy makes the profession ever more competitive. However, many early career and experienced consultants don’t have a solid understanding of the basic fundamentals of turning prospects into clients.


Session 1 – This session presents an overview of the selling process and useful selling tools. (Single 50 minute interactive session with 10 minute follow up poll and Q&A.)


Session 2– Using the poll information gathered and the discussions held in session 1, Participants will work with at least two useful selling tools by completing two exercises. (Two 20 minute presentations with two 10-minute student exercises & 10 minutes for comments)


Ann-Marie is the Principal and Lead Business Consultant at Partner4Success. She’s an expert sales and executive development specialist who partners with clients to improve performance and create superior business results. She is author ofThe 20 Minute Sales Coach:Improve Sales Performance & Increase Sales in As Little As 20 Minutes a Daywhich may be found on Amazon.She is a member of the Association for Training & Development, the International Coach Federation, Northern California HR Association and Women in Technology International among others.


The objective of this two-session webinar is to turn participant’s prospects into clients. Sales is not an intuitive process. There are some key things you need to know!


Core Competencies Covered:

·Consulting Business Insight – Commercial Understanding

·Personal Interaction


Who should attend:Early and Experienced Consultantswho want to hone their ability to get more prospects and clients.


Benefit: A solid understanding of “the basics” of turning prospects into paying clients.


What we will cover:

Selling Fundamentals (about 5 minutes per topic area)

• Characteristics of the successful salesperson

• Solutions based selling models (sales process framework)

• Setting sales goals

• Prospecting Basics

• Generating leads with a marketing plan

• Becoming a Trusted Advisor: A selling approach based on providing client value

• Strategies to handle client objections

• Maintaining communication with a prospect or client

• Closing techniques

• Technologies & methods for maintaining customer information



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