AICC Webinars (CONT’D FROM PAGE 18)
• Relational GPS® - the road map to relational success • Internalizing the Relational Ladder so participants can distinguish themselves with every virtual interaction • Action Planning in support of the participant’s sales goals and other specific objectives Launching Virtual Relationships : Taking place Tuesday, May 26, at 2:00 p.m. EST, participants will protect and grow their revenue and relationships by developing com- petency and confidence in creating meaningful initial virtu- al sales interactions. Topics include approaches and tools that focus on: • How to create a ‘targeted conversation’ pre-call plan • Developing relevant inquires to establish credibility during initial virtual meetings • Locating the Relational GPS (Goals, Passions, and Struggles) of buyer personas • Use the ROC process to build rapport, deliver on your meeting objective, and create credibility • Learn a 3-step process to deliver impactful value prop- ositions Virtual Sales Skills : Taking place on Tuesday, June 2, at 2:00 p.m. EST, participants will understand the most effec- tive method and process to sell virtually. Topics include: • The right sales mindset improves sales performance • The critical sales step of discovery
world. Sales professionals who master social and virtual selling skills will understand how to build relationships with current customers, increase sales velocity with new customers, and gain better visibility to effectively and effi- ciently grow their sales. Social Sales Skills : Taking place on Tuesday, May 12, at 2:00 p.m. EST and sponsored by Kao Collins Inc., partici- pants will understand the most effective method to apply Social Selling. Topics include approaches that focus on: • The correct way to connect socially and build new re- lationships virtually • The power of groups and sharing content • How to identify key buyers and purchase influencers at targeted new accounts • Action Planning: creating a LinkedIn relationship-build- ing plan Accelerate Virtual Relationships: Taking place on Tues- day, May 19, at 2:00 p.m. EST, participants will protect and grow their revenue and relationships by enhancing virtual selling skills and relationships. Topics include: • The importance of refocusing on the power of “rela- tional capital” and the “principle of worthy intent” • Re-appreciating the essential qualities of credibility, in- tegrity, and authenticity
CONTINUED ON PAGE 22
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May 11, 2020
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