Be a trusted advisor that enrolls prospects through your proposal.
People much prefer to buy and enroll in something that serves them rather than to be sold. People connect with you based on building rapport when they feel related to and understood. What is compelling or most important to them is what addresses their challenge and shares a solution to the results they seek. One of the biggest mistakes salespeople make is focusing too much on the product or service's deliverables rather than the prospect's challenge. Selling is about you, and enrolling is about them. A trusted advisor approach in your proposal positions your business as a resource that empowers them to see the problem for what it is and what they can do to solve it and seek the results they desire. In your proposal, emphasize your understanding of the problems they're trying to solve, and then demonstrate how your solution is the best way to address those problems. This is much more compelling to a prospective buyer than a laundry list of features and benefits. Come learn the steps to prepare and position your proposal for more wins from a trusted advisor's perspective.
Agenda
Faculty
Christopher Salem
Sustainable Success Coaching & Consulting
- CEO & Business/Sales Acceleration Strategist with Sustainable Success Coaching & Consulting
- Over 35 years of experience in sales and customer service, helping organizations and professionals optimize their performance, build high-trust relationships, and drive sustainable success
- Specializes in helping organizations align leadership, communication, and emotional intelligence to accelerate sales, improve customer experience, and maximize profitability
- Globally recognized expert in business communication, influence, customer experience, sales acceleration, negotiation, emotional intelligence, and revenue and profit strategies
- Award-Winning Author & Thought Leader (Author of Master Your Inner Critic / Resolve the Root Cause - Create Prosperity, co-author of Mastering the Art of Success with Jack Canfield, and upcoming book (May 2025) The EQ Advantage: Harnessing Emotional Intelligence for Leadership, Teamwork, Sales, and Customer Success)
- Five-time President’s Club Winner for outstanding sales and client success, demonstrating a consistent ability to exceed revenue goals and enhance customer engagement
- Over 25 years delivering high-impact keynotes, workshops, and corporate training on leadership, emotional intelligence, and sales mastery
- Adjunct Faculty at Westchester Community College, mentoring the next generation of business leaders in purchasing, materials management, and negotiation
- Can be contacted at 203-733-8469, [email protected], or [email protected]
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