"It's Never About Price" Workshop
October 23 • 11:30 AM - 1:00 PM
Fort Dodge Public Library
424 Central Ave
Fort Dodge, Iowa 50501
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Time: 11:30 AM - 1:00 PM
Join us for a sobering discussion about the incredible cost of embedded sales mediocrity and the impact it can have on your bottom line. This no-holds-barred session will challenge your core beliefs about sales performance. Designed for owners, CEO’s, presidents and sales professionals, learn how to change the "behavior dynamics" of your sales team, and build a high performing sales culture within your company that will get results.
What You Can Expect In this 90 minute workshop, we will examine traditional selling methods and determine for yourself if this type of selling can take you to a level of high performance or if a systematic approach is the key to more sales, increased revenues and higher margins. Here are just a few of these items we will cover:
- Overcome price objection
- Why prospects hide behind price
- Move prospects away from price
- How to lead a prospect through a value conversation
- Take the mystery out of the buying process
- Close more business faster at higher margins
- Learn a selling system/process that gets results
- Stay in control of the sales call
- How to sell like a doctor
- Why is behavior more critical than attitude
SPEAKER: Karl Schaphorst, President of Sandler Training Nebraska/Iowa
After receiving his Bachelor’s degree in Electrical Engineering from Iowa State University, Karl began his 20 year career with Trane Corporation. In 2005, while serving as the Midwest General Sales Manager, Karl was introduced to the Sandler Sales System. After becoming a practitioner of Sandler's methodologies, he recognized the positive impact it generated.
In February 2010, Karl joined Sandler Training and developed the President’s Club and Sales Boot Camp that are currently offered. With the new training center now open, he continues to teach, mentor and inspire others to achieve their professional and personal goals.