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\n Insightful Selling will change the way you sell. The 21^st Century customer has a heavy workload and considers most products to be similar\, and therefore makes decisions based primarily on price. The S.A.L.E.S Formula&trade\; differentiates the seller from the competition by creating opportunities and impacting the customers bottom-line. In this 3 hour workshop\, you will become skilled at getting in the door and staying there. After this course\, you will know who to target\, how to target them\, and how to be efficient at speaking in the language of the 21^st century customer. You will leave with a personal prospecting plan and template using the customer value model to ensure future success.
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\n What Will Students Learn?
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\n The S.A.L.E.S Formula&trade\; system
\n Why your product is irrelevant to customers
\n Why relationships no longer get the sale
\n The 2 primary ways to create customer value.
\n How to get in the door faster than ever before.
\n The secret language of every B2B customer
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\n Blue Fish Prospecting concept
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\n What Topics are Covered?
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\n The current mind set of today&rsquo\;s customer
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\n The Five types of Sales People and which is best
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\n How to create customer value
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\n Insightful Prospecting &ndash\; No more Cold Calls
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\n How to Leverage LinkedIn
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\n How to create an Insightful Positioning Statement
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\n How to engage with customers in real time
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\n What&rsquo\;s Included?
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\n \;Instruction by Author of Insightful Selling\, Adon Rigg
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\n \;Small\, interactive classes
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\n \;Specialized booklets
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\n Prepare
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\n \;Have a Linkedin Profile setup prior to the workshop.
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\n \;Arrive with at least one prospect you would like to call on in the next 60 days.
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\n \;Bring your laptop
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\n Adon Rigg
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\n Adon began his sales career at age 18 with no money\, no home\, and a grade 8 education. With a passion for the sales process\, he has worked his way from selling vacuums door-to-door to providing sales\, training and public speaking services for Fortune 500 Organizations. Always eager to embrace lifelong learning\, Adon is a graduate of the University of British Columbia Sales and Marketing program\, and has received the CME and CSE designations for distinction in Sales and Marketing management. \; He has represented the province of British Columbia at the Canadian Association of Public Speakers Rising Stars Contest\, and his Sales Formula Program has been incorporated into the Business Certification Program at the University of the Fraser Valley in British Columbia\, Canada.
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\n Adon'\;s philosophy is that no matter who you'\;re selling to\, from the CEO to the entry-level purchaser\; all buyers are either directly or indirectly responsible for their Company'\;s bottom line. \; He believes that the key to success is to learn how not to simply sell product\, but to create value by impacting bottom-line results. \;To assist in the learning process\, Adon has created The S.A.L.E.S Formula\, an acronym-based selling methodology that outlines the steps involved in his new Sales Process.
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\n Insightful Selling with the S.A.L.E.S Formula®\;