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DTSTART;TZID=America/Los_Angeles:20190702T080000
DTEND;TZID=America/Los_Angeles:20190702T093000
DTSTAMP:20260718T181507
CREATED:20190507T040340Z
LAST-MODIFIED:20190507T040340Z
UID:6509-1562054400-1562059800@trainwest.ca
SUMMARY:Questioning Techniques - Sales Training & Development Program
DESCRIPTION:Seminar Description:\nQuestions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people\, you must listen more that you speak. \nListening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret. \nEven though questioning is a big part of the sales process unless you can reflectively listen\, synthesise what is being said (and not said) and accurately summarise what has transpired\, you will potentially miss the real issues. \n\n\n\n\n\n\nKey Learning Points:\n\nLearn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving\nLearn techniques on how to identify\, evaluate and resolve the real issues people have\nLearn how to move people from the stages of ‘curiosity’ to ‘intent’ to ‘commitment.’
URL:https://trainwest.ca/event/questioning-techniques-sales-training-development-program/
CATEGORIES:Sales Training & Development Program
ORGANIZER;CN="Trainwest Online Academy":MAILTO:info@trainwest.ca
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DTSTART;TZID=America/Los_Angeles:20190709T080000
DTEND;TZID=America/Los_Angeles:20190709T093000
DTSTAMP:20260718T181507
CREATED:20190507T040529Z
LAST-MODIFIED:20190507T040529Z
UID:6511-1562659200-1562664600@trainwest.ca
SUMMARY:Understanding How People Make Decisions - Sales Training & Development Program
DESCRIPTION:Seminar Description:\nHow someone makes a buying decision should not be a mystery. Whether you are dealing with an individual\, small to mid-size company or enterprise organization\, understanding the buyer’s decision process earlier rather than later on in the selling cycle helps the sales person be more efficient and effective with their time. Positioning yourself properly in reference to your prospect should increase the likelihood the deal will proceed in a favourable manor. \nIn this session we will review strategies on how to position yourself and company properly in regards to your prospect; understand the prospects cast of characters and influence ability and understand key issues influencing people’s decisions.  You will also learn how to skilfully question prospects to uncover this information. You will learn how to determine the players\, the influence ability of each player\, specific elements of their process\, and the time frame for the decision. \n\n\n\n\n\n\nKey Learning Points:\n\nLearn how to skilfully question prospects to uncover their decision process\nLearn techniques on how to determine who the players are and the influence ability of each player\nLearn strategies and techniques to position your information to deal with the prospects decision process
URL:https://trainwest.ca/event/understanding-how-people-make-decisions-sales-training-development-program/
CATEGORIES:Sales Training & Development Program
ORGANIZER;CN="Trainwest Online Academy":MAILTO:info@trainwest.ca
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DTSTART;TZID=America/Los_Angeles:20190719T080000
DTEND;TZID=America/Los_Angeles:20190719T093000
DTSTAMP:20260718T181507
CREATED:20190507T040728Z
LAST-MODIFIED:20190513T064519Z
UID:6514-1563523200-1563528600@trainwest.ca
SUMMARY:Territory Management Strategies - Sales Training & Development Program
DESCRIPTION:Seminar Description:\nNo matter what title you have\, as sales professional you will be responsible for managing your territory or book of business. Every year you are tasked with increasing revenues\, maximizing gross margin\, minimizing expenses and mitigating attrition rates. To do this in an efficient and effective manor\, you should implement processes and strategies to meet and exceed your territory objectives. If these can be determined early in your Territory Management plan\, you should be able to make decisions as to whether or not you should go after the opportunity or not. \n\n\n\n\n\n\nKey Learning Points:\n\nLearn how to create and monitor strategies to meet territory objectives\nCreate a process for determining optimum allocation of resources consistent will territory objectives\nUnderstand how to analyse territory issues in order to mitigate any negative influences
URL:https://trainwest.ca/event/territory-management-strategies-sales-training-development-program/
CATEGORIES:Sales Training & Development Program
ORGANIZER;CN="Trainwest Online Academy":MAILTO:info@trainwest.ca
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DTSTART;TZID=America/Los_Angeles:20190730T080000
DTEND;TZID=America/Los_Angeles:20190730T093000
DTSTAMP:20260718T181507
CREATED:20190507T040909Z
LAST-MODIFIED:20190507T040909Z
UID:6516-1564473600-1564479000@trainwest.ca
SUMMARY:Time Management & Delegation - Sales Training & Development Program
DESCRIPTION:Seminar Description:\nFor a professional to become a Pro\, it has been studied that it requires approximately 10\,000 hours. Do you not think these people need time management skills? Time is a non-renewable resource which much be carefully managed. By identifying and focusing on some key activities you should be able to save time\, work smarter not harder and in the end reduce you stress. \nThis session will enable the Sales Professional to identify typical time wasters\, list and describe a variety of techniques for managing time effectively\, define skills involved in delegating and use a matrix of work tasks/activities to facilitate delegation. \n\n\n\n\n\n\nKey Learning Points:\n\nLearn to create a list of activities which waste time in your daily routines\nLearn to create and implement strategies and tactics to improve time management\nLearn to create and implement a matrix to facilitate delegation
URL:https://trainwest.ca/event/time-management-delegation-sales-training-development-program/
CATEGORIES:Sales Training & Development Program
ORGANIZER;CN="Trainwest Online Academy":MAILTO:info@trainwest.ca
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