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FEBRUARY 17
ACCOUNT EXECUTIVES WEBINAR
12 NOON
PREVENTING AND OVERCOMING THE TOUGHEST OBJECTIONS
* Buy yourself time with this one-word answer to nearly every objection
* Understand these 5 strategies for preventing objections
* Eliminate the words and phrases that undermine your authority and invite objections
* The “art” of connecting with prospects so they treat you with respect
* Why you need to answer buyers’ 5 unasked questions in the first two minutes of your meeting
APRIL 19: HUNTSVILLE
P1 SALES TRAINING
8:30-11:30 AM
LOCATION TBA
This is not a session designed to break new ground. This program, designed for sellers and managers of all experience levels, is dedicated to giving you the tools necessary to be brilliant at the basics. We will take on the monumental task of rediscovering the sales cycle.
* Prospecting
* Setting The Appointment
* Writing & Conducting The Needs Analysis
* Identifying The Assignment
* Crafting & Delivering The Presentation/Ask For The Order/Answering Objections
* Implementation/Service & Renewal
APRIL 19: BIRMINGHAM
P1 SALES TRAINING
2:00-5:00 PM
LOCATION TBA
APRIL 20: MONTGOMERY
P1 SALES TRAINING
8:30-11:30 AM
LOCATION TBA
APRIL 20: DOTHAN
P1 SALES TRAINING
2:00-5:00 PM
LOCATION TBA
APRIL 21: MOBILE
P1 SALES TRAINING
8:30-11:30 AM
LOCATION TBA
MARCH 16
SALES MANAGERS WEBINAR
RUNNING SALES TRAINING SESSIONS THAT REALLY INCREASE SALES
* The 3 training secrets that great sales trainers embrace
* Evaluating the 5 levels of sales training impact
* Using the “cone of learning” to build better, more engaging sales meetings
* How to get people to take responsibility for their own learning
* 7 ways to “shake up” your sales meetings
* When and where you do sales training
* Avoid the mistake of doing symptomatic training instead of systematic sales training
* Why short attention span training is trending today
* Startling statistics on how people learn and why they can no longer know it all
MAY 18
ACCOUNT EXECUTIVES WEBINAR
GETTING IN TO SEE THE HARD -TO-SEE PROSPECTS
* Your 5-Step Voicemail Blueprint for getting more of your calls taken
* Why you must avoid promiscuous prospecting and how to do exactly that
* How to warm up a cold call with a relevant opening line
* Two powerful subject lines that get prospects and clients to open your emails
* Why ideas sell better than salespeople
* The forgotten way to make a powerful first impression
JUNE 15
SALES MANAGERS WEBINAR
TWELVE SALES MANAGEMENT LESSONS YOU SHOULDN’T HAVE TO LEARN THE HARD WAY
* Getting your salespeople to help you bring the new hire up to speed
* Why salespeople tell you what they think you want to hear
* The phone call you want to be making at least once a quarter
* How to get salespeople involved in creating standards of performance and being more accountable
* The very best advice from sales executives interviewed for The Accidental Sales Manager
* Your road map for being a more effective sales manager
AUGUST 17
ACCOUNT EXECUTIVES WEBINAR
ADVANCED CONSULTING SKILLS FOR BROADCAST SALESPEOPLE
* How to think about consultative selling today
* Something Earl Nightingale said about expertise
* 3 Instant Needs Analysis Tools you can use instantly
* Getting prospects and customers to prepare for your upcoming meeting
* A powerful questioning technique that gets customers to tell you things they don’t tell other reps
AUGUST 19-20
ABA ANNUAL CONFERENCE SALES SESSIONS
HYATT REGENCY/WYNFREY – HOOVER
Speakers and topics TBA
SEPTEMBER 14
SALES MANAGERS WEBINAR
SCARCE TALENT: FINDING AND HIRING THE BEST PEOPLE
* What to do with a salesperson who has sold better in the interview than they do on the job
* Why it’s critical to hire for traits rather than skills and experience
* The question to ask the candidate before they sit down
* The #1 resume reading mistake and how to avoid it
* How to make your hiring process more reliable by doing these two things
* Building your own structured hiring systems
* Why you need to ask these 2 embarrassing interview questions
NOVEMBER 16
ACCOUNT EXECUTIVES WEBINAR
HOW TO “TALK” ADVERTISING WITH YOUR PROSPECTS AND CUSTOMERS TODAY
* Why the ability to talk about advertising and how it really works is what will differentiate
you from the parade of media reps in your market
* The two most important things you’ll ever learn about advertising
* What to say when a client says, “Nobody mentioned my ad.”
* How to get the advertisers’ customers to mention their ads -a true story
* 5 concepts to share with your advertisers in your next meeting
* Why you need to learn from these 3 advertising legends
DECEMBER 21
SALES MANAGERS WEBINAR
THE COACHING IMPERATIVE
* How to determine when to coach and when to conduct one-on-one training
* What today’s top business coaches are teaching their “players”
* Why you need to stop giving answers and solving problems and start asking more
questions
* Chris Lytle’s #1 rule of coaching
* Plug and play: 3 coaching models you can use immediately after the session
* The crucial role enjoying their job plays in your salespeople selling more
* The very best all-purpose coaching question
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During the week of April 18th, we will bring face-to-face sales training to your neighborhood! 
