ICAA's Intensive Educational Series

ICAA is offering a new “Intensive Educational Series” focused on diving into and being submerged deeply into a topic and emerging with cutting edge information, developing confidence and renewed passion, and cultivating effective strategies and methods to thrive in your career. The “ICAA Intensive Educational Series” offers a limited number of participants the ability to learn from and work closely with a subject matter expert (SME) on a specific topic. The SME personalizes the sessions to ensure enhanced knowledge and skills and the most positive outcome for each participant.

The first in the ICAA Intensive Educational Series is on Sales Success

Achieving sales success in the middle of a pandemic

Date/Times: Feb.16, 23, March 2, and 9th at 12:00 EST—90-minute sessions

Cost: $185.00- Call ICAA office for discount on multiple participants (866-335-9777)

To register, click here

Are you interested in increasing your sales? Do you want to stay ahead of your competition with new and innovative tools? Do you want to learn new sales strategies and ways to reach high-performance, continuous growth? Are you new to sales or interested in making a career change to sales? If yes to any of these, then this intensive series on increasing your sales expertise is for you!

This program is a 4-session intensive series providing content for veteran salespeople, new salespeople, and sales managers. Organized as an intensive, this program will improve work habits, persuasive abilities, and help you polish your skills to capitalize on selling more early in the year and for the years to come. There are four sessions:

Session I
Managing my productivity
This session is designed for salespeople as well as sales managers to participate in together. The content will cover Criteria for Success of the best salespeople, work habits of high performers, policies for Increased productivity, tracking productivity, scheduling for sales success, setting sales goals for multiple categories of sales, sales meeting to bump sales, sales training for success. There will be exercises for the participants to practice after the webinar.

Session II
Maximizing the pre-presentation to decrease the sales cycle
This session is designed for salespeople as well as sales managers to participate together. The content will cover a comparison of what under-performing salespeople do versus high performing salespeople, creating a partnership with the reception staff, the discovery phase of the conversation that must happen prior to the tour/presentation, questions to include, discussing pricing or not discussing pricing and more. There will be exercises for the participants to practice after the webinar.

Session III
Creating desire and urgency without pressure during the presentation
This session is designed for salespeople as well as sales managers to participate in together. The content will cover how to utilize the insight gathered in the pre-presentation, creating differentiation for the prospect through selling benefits (not features), utilizing the 4-Chain Link to inform, inspire and persuade, handling concerns on the tour/presentation, closing the sale on the tour/presentation, follow up actions to take if the sale does not happen immediately. There will be exercises for the participants to practice after the webinar.

Session IV
Effective follow up to shorten the sales cycle
This session is designed for salespeople as well as sales managers to work together and optimize the sales team’s skills. The content will cover the three tools to minimize follow up, prioritizing leads, how much business is lost due to ineffective follow up, helpful follow up strategies with web leads, leads you are presented with and leads you have not yet met, the dos and don’ts of follow up and exercises to improve your follow up system. Each participant with finalize a sales plan and strategic model to take back and use in their organization.

About the presenter(s):

Karen D. Woodard is President of Premium Performance Training located in Boulder, Colorado, and Ixtapa, Mexico. Karen is an international author, speaker, and consultant devoted to successful communication, sales, management, and hospitality training. The simplicity of what participants learn from attending Karen's training is to train staff well in communication, hospitality, and sales – what she refers to as "The Indispensable 3". Participants always walk away with new tools to utilize that are informative, inspirational, and persuasive. Karen's experience comes from owning and operating 11 businesses since 1983. She has successfully sold 9 and continues to operate 2 businesses.

[top]

How to join the webinar

To view how to join the webinar, please click here.

Share