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“I Can” Selling System – Webinar version

Can’t make the live sessions?  Consider the webinar version.

Using webinar technology, we make the same “I Can” Selling System available over seven one-hour sessions.

How the webinar works:

1.  You register the number and location of each site (if more than one) that will be participating.

Note:  Unlike a live seminar, you register the site, not the person.  The site is the location from which the computer and phone connections will be made.  You can have any number of people participate in the program at each site.

2.  Each site is directed to download the handouts and materials, and reproduce them for each sales person who will be attending the session.

3.  A few minutes before the program is to begin, each registered site connects through a computer and a telephone line.

You can have as many people as you’d like at the site.  If you’d like to make this a group training event, you can bring all the sales people together in a conference room, add a speaker phone, a computer and a projector to project the monitor onto a screen.

If it is difficult for them to get together, you can arrange for individual sales people to connect on their home computers for a small additional fee.

4.  They connect over the internet and phone lines.  They see and hear Dave present, exactly the same material as the live sessions.  They have an opportunity to ask questions, respond to polls and email comments and questions.

5.  Each session ends with a specific assignment.

To view a short sample of one of Dave’s webinars, click here.

The plusses and minuses of this method…

You miss the excitement, the networking, and personal connection of a live event.

On the other hand, it’s less expensive, and since the content is spread over a period of time, sales people can be given assignments to master one part of the system before being exposed to the next.

You can have all of your sales people together in an office and discuss the content of the webinar among yourselves.

If you find it difficult to attend the live presentation, it’s a viable option.

See what some of our clients have said about the webinars.

The webinar schedule:

All sales seminars are on Fridays, from 1:00 – 2:00 Eastern time.

Questions?  Feel free to email us at info@davekahle.com or call 800-331-1287.

The webinar agendas:

Session One: Collect good information about your accounts and rate each one.

We teach the concept that good decisions require good information, show your sales people the two most important pieces of information to collect about their customers, provide them with the forms and instructions on how to collect that information, and give them an assignment to do so.

Session Two:  Use that information to make good decisions about the application of your sales time.

We introduce the concept of high potential, show them exactly how to rate each account on its potential, and then help them to begin to organize their sales time to spend more time with the highest potential accounts.  The assignment is to reorganize their time and territory plans, focusing on the high potential.

Session Three:  Make a more effective first call.

We educate them in the three most important aspects of a first call on a new person, show them exactly how to prepare each of the three aspects, and then assign them the task of completing this preparation, and making a number of first calls.

Session Four:  Add value to your sales calls.

Every sales call must bring value to the customer and to the company the sales person represents.  We teach them the key principles of accomplishing this, help them prepare, and assign them the task of making a number of value-added sales calls.

Session Five: Sharpen your key account strategies.

We lay out a strategy for penetrating key accounts, and bringing disproportionally more money into the organization.  They are introduced to a form that helps them plan and track their progress, and given the assignment to implement the strategy.

Session Six:  Presenting bigger deals.

Take the initiative and offer opportunities for the customers to do more business with you.  That’s the idea transmitted in this session, with principles and practices to support it.  Sales people are given the assignment to make a certain number of bigger offers, after having been taught exactly how to do it.

Session Seven:  Adding instant profitability.

We teach them four specific actions they can take to immediately add to the profitability of their accounts, and four things to stop doing that detract from their profitability.

As in the live seminars, they’ll learn:

1. How to calculate their personal market share.
2. How to focus on the ultimate result of their efforts.
3. How to collect the two most important pieces of information about their accounts.
4. How to prioritize & target their accounts to maximize their selling time.
5. How to prepare for an effective first call.
6. How to add value to every sales call – for the company as well as the customers.
7. How to sharpen their key account penetration.
8. How to present bigger deals.
9. How to become more profitable, right now.