NEW CLASS!

Most small business owners hate to sell and especially dread making cold calls, so they don’t do it. They fear getting a “no,” so they don’t ask; they don’t know how to respond to objections, so they don’t allow the process to get that far; and they think they’re being pushy, so they don’t ask for the order or the next step. They expect business to simply walk in the door and when it doesn’t, they don’t know what to do.

According to Adam Boyd, a partner of Market Sense, the Austin franchise of Sandler Sales Training, until business owners – and the people who sell for them – have a thorough understanding of the process of selling and buying, generating business for their business is going to be very frustrating, expensive and time-consuming.

In his talk, “Small Business Sales Strategies,“ Adam will share with your members key principals they can apply immediately to build their bottom line, including:

– How buyers buy and use the seller’s own system against them
– Why “maybe” – not “no” is the worst word they can hear
– How to probe for their potential buyer’s “pain,” ability to pay and willingness to move forward