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.
Learning Objectives
- You will be able to recognize the importance of shared core values.
- You will be able to recognize how to prepare a proposal that enrolls rather than sells prospects and to focus on the buyer.
- You will be able to identify characteristics of a trusted advisor.
- You will be able to identify how to write a winning sales proposal for enrollment.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Know and Apply the Process to Prepare a Proposal That Enrolls Rather Than Sells Prospects
Know and Apply the Principle of Less Is More and Keeping It Simple to Connect Their Challenge to the Solution That Leads to the Results They Seek
Know and Understand the Magic of Shared Core Values and How to Use Them Effectively to Connect Subconsciously With Your Prospects
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Credit
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on May 15, 2023.
Call 1-866-352-9540 for further credit information.
CPE/NASBA - QAS Self Study 0.5 including Personal Development 0.5
- Noggin Guru, Inc. dba Lorman Education Services and BankersHub is registered with the National Association of State Boards of Accountancy (NASBA) as a QAS Self Study sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its web site: www.nasbaregistry.org. For more information regarding administrative policies such as complaint and refund, please contact our offices at 866-352-9539. CPE Credit: Maximum Credit Hours: 0.5 each session (based on a 50 minute credit hour). You must attend at least 50 minutes to obtain credit. Field of Study: Personal Development for 0.5 hours. Prerequisite: . Level of Knowledge: Intermediate. Teaching Method: Seminar/Lecture. Advance Preparation: None. Delivery Method: QAS Self Study. Please refer to the information in this advertisement for outline, course content and objectives. Upon completion of this course, you will receive a certificate of attendance. Final approval of a course for CPE credit belongs with each state's regulatory board.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Christopher Salem
Sustainable Success Coaching & Consulting
- CEO, business executive coach, world-class speaker, revenue acceleration strategist, corporate trainer-advisor, award-winning author®, certified mindset expert, radio show host, and media personality
- Mentors business leaders, start-ups, and businesses on the process to scale their brands and business through effective business and revenue acceleration strategies as trusted advisors
- Mentors business leaders and businesses toward solutions for enhancing business culture, improving workplace communications, increasing sales, and increasing employee engagement for maximum production
- Authored book Master Your Inner Critic: Resolve the Root Cause and Create Prosperity
- Co-authored the recent edition of Mastering the Art of Success with Jack Canfield
- Weekly radio shows, Sustainable Success (part of the Voice America Influencers Channel) and Business Influencers with Tal Radio (part of the Touch-A-Life foundation)
- Works with organizations such as JP Morgan-Chase, Ralph Lauren, GE Research, Oracle, UTC-Pratt & Whitney, Raytheon, Microchip Technologies, Anthem, US Census Bureau, United Healthcare, Laticrete Corporation, Hubbell Corporation, Conning & Company, Foxwoods Casino, the US Senate, NYPD Forensics Department, and universities, such as University of Hartford, Westchester Community College, Bay Path University, and Worcester State University
- Spoke on overcoming limited beliefs for peak performance at Harvard University’s Faculty Club
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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