Most business owners -

• are not salespeople.
• are passionate about what they do.
• need to sell before they have something to bill.
• don't have the time, money or desire to become a professional salesperson.
• need help now, not over the next 12-18 months.
• have other things to do, so 'selling' time is very limited.

The economy has begun to come back. Now is the time to re-double your efforts. The opportunities that are in your pipeline may show signs of life. Networking and prospecting efforts will provide new opportunities. This webinar series is a special program that's been designed specifically for owners and partners. It is not available to professional salespeople or salespeople that are part of a company that has multiple salespeople. Everyone in the program will be the owner or a partner in their small firm. You will be exposed to the same training that the Kurlan team provides to companies over six to twelve months, but in an accelerated, compressed format tailored specifically for the needs of your growing business.

You will learn -

• why and how owners sell differently than employee salespeople.
• what has been 'getting in your way' and how to fix it.
• how to develop compelling Positioning Statements that will engage prospects immediately.
• how to convert more of your networking contacts and leads into viable opportunities.
• how to get more appointments with better qualified prospects than ever before.
• how to make your sales process more effective.
• how to convert more of your opportunities into paying customers.
• how to adapt the four bases of Baseline Selling to your world.
• how to eliminate objections and avoid commodity selling
• how to apply this knowledge to your business, in this economy, right now, to make the fourth quarter the strongest of 2009 and set yourself up for an incredible 2010.

This special offering includes:

• a series of four one hour webinars offered once per week for four weeks.
• your own personal, entrepreneurial version, on-line, sales assessment.
• training materials (PDF/workbook).
• access to our email help desk for specific questions, applications or situations.

First Semester Webinars 10/7. 10/14, 10/21, 10/28

• You'll complete the online self-assessment prior to the first webinar and your personalized report will be sent to you just before the first webinar.
• You will learn how to recognize and overcome the obstacles that have been keeping you from getting where you want to be.
• You will learn how to turn your voice mail messages into returned calls.
• You will learn how to turn your lead, referral, or networking contact into a bona fide, legitimate, qualified appointment.
• You will learn how to get your prospective customer's attention and keep them engaged throughout the process.
• You will learn how to posture yourself as an expert without bragging.
• You will develop a sales process that will allow you to maintain control and handle every question and every objection in an orderly manner without having to memorize or use a canned presentation.
• You will learn how to super qualify. No more surprises at closing time. No more wasted proposals. When you are qualified and they are qualified, closing becomes the next logical step in the process.