Presented by Jim Kaufman, Partner, The Training Center

In This Program You Will Learn…

• A sales system that works for you
• How to create a win/win opportunity with your prospect
• What a sales plan is, so you can reach your goals
• The 4 crucial elements to success
• Effective ways to prospect: cold calling can be fun
• Develop a referral system that works for you

Real World Role Plays

Practice live interactions with your peers to improve your
sales skills.

Bonding & Rapport

People buy from people they like. Being able to establish
rapport quickly shows that you have the ability to make your
client/prospect feel comfortable. Learn the elements of
communication to use when trying to establish rapport.

Up-Front Agreements

By establishing an agreement up front with your prospect, you
will develop a set of rules for your interaction. Understanding
and setting expectations for your conversation with the buyer
allows both parties to know exactly where they are in the
selling (or buying) cycle. It takes the mystery out of what
happens next … and the pressure usually associated with
traditional selling disappears.

Pain

People make decisions for two reasons: They are either
moving toward pleasure or trying to move away from Pain.
Although prospects buy emotionally, their decisions are
intellectual. The strongest emotion your prospect
experiences is Pain. Your goal as a salesperson is to get your
prospect emotionally involved so he/she will share their Pain
… and then you can provide the solution.

Program Registration – Learn More To Earn More!

Dates: November 13 & 14, 2006
Time: 7:30 a.m. – 9:30 a.m. (both days)
Place: North Penn Chamber of Commerce
Cost: $99 North Penn Chamber Members; $129 Non-Members
Includes: Customized Self-Study Workbook; “Lessons Learned” Takeaways

Make checks payable to:

North Penn Chamber of Commerce
Fax completed registration forms
to the North Penn Chamber of
Commerce at (215) 362-0393

For more information:

North Penn Chamber of Commerce
229 South Broad Street
Lansdale, PA 19446
Phone: (215) 362-9200
Fax: (215) 362-0393