First Session - early 2025 tbd
Foundation:
- Communication - Personal Discovery & Branding
- Consultative Relationships - Gaining Long-Term Customer Confidence
- The Numbers Game - Goal Setting & Producer Planning
- Qualifying – How to Use Questions Effectively
- Prospecting - Target and Telephone Marketing
- Time Management - The Most Critical Tool
- The Perfect Sale - Components of & Methods To Create It
- Plan of Action - Step by Step Process for the Real World
- Ethics – Ethics, the Foundation of an Elite Force Producer
Second Session - early 2025 tbd Preparation:
- War Stories - What works and Why?
- Six Steps to Success - The Psychology of Sales
- Marketing for Success - Social Media, Target, Niche, & Ideal Customer Marketing
- Managing the Sales Process -How do the best become the best?
- Branding and Why Me - Your Unique Brand for Sales Success
- The Interview - Sales are a Two-way Street
- Digging Deeper – Questioning to Improve Sale Success
- Differentiation - Risk Management Basics & FAB's
Third Session - early 2025 tbd
Presentation and Maintenance:
- More War Stories - What works and Why?
- The Presentation - Polish it for Various Situations
- Case Studies and Practice - Practice Makes Perfect
- Teamwork and the Case Analysis - Strategies for Collaboration & Successful Sales
- To Close or Not to Close - The Logical Conclusion
- Overcoming Objections - How to Resolve Them and Get to the Sale
- Referrals - Work Smarter Not Harder
- Motivation for the Long Run - Account Maintenance & Personal Motivation
- Your Sales Style - Determine your long-term plan
OPTIONAL BONUS : Day at the Capitol - January 22, 2025
As leaders in your industry, staying on top of and influencing legislative issues is imperative. You are invited to attend the IIAN Day at the Capitol, which includes a briefing on state and national legislative issues, opportunities to meet with Senators at the capitol, and a luncheon at the Governor's Mansion.
Virtual Wrap-Up Session - TBD
The Consultative Sales Cycle - Bringing it all Together
Charting Your Future - Strategies for Long Term Success
We teach personality traits, negotiation skills, time management, consultative relationship building, and credibility strengthening. Several different popular sales techniques are reviewed. Case studies and your own actual experiences are discussed among the group, thus learning from each other's successes and failures. Plus, you will learn about presentation skills, using the web for prospecting, and how to set, measure and track your sales goals.
NOTE: Failure to complete the program does not qualify for any refund. Tuition is fully earned starting the first day of attendance.