A Division of ASM Events
"Over 25 years of experience in more than 30 countries around the world.
Experts in: Events Industry - Selling to the Corporate Sales -Assisting & Developing SME’s"
Small & Medium Enterprises (SME’s)
Developing the skills and abilities that an MSP must develop to reach his or her potential.
How to create a successful strategy to gain knowledge in all areas of your role.
Develop a time frame, with specific deadlines, to create a successful development game plan.
Understanding the price you have to pay in order to reach your potential.
Keys to understanding and managing behavioral aspects in reaching professional goals
Methods to achieve the desired states of mind for success.
Understand our fears and master them for our highest personal and professional development.
Summary - NLP for Sales: How to understand ourselves and key ingredients that will help us in reaching our potential.
Key meetings with other divisions to share information and coordinate activities.
Generating a comprehensive strategy for profit maximization.
Planning according to sales cycles of your products and services.
How to define your goals and make this definition quantifiable.
Different tools for monitoring your activities daily, weekly and monthly.
Develop an effective research strategy to find your potential clients.
How to analyse your products, and find your clients.
Best ways to organize, collect and administrate information.
How to ensure that all information goes into the database.
Using social media to find your potential clients and company executives.
Going beyond the basics.
Getting a deeper and fuller understanding of needs - even those that are not obvious or stated.
Utilizing our understanding of client needs to differentiate from our competitors.
Using market research as a tool.
How to design the appropriate database for your company.
What fields you must include in your database.
Coordination between the database and sales.
Keeping the database clean and updated.
How to increase and keep your database free of mistakes.
How to improve your organizational skills and save time.
Set a schedule for taking care of administrative tasks.
Working with a master document to monitor and supervise all activities.
How to prepare the correspondence to send to you potential clients.
How internal communication can assist you in achieving your goals.
The Importance of planning in advance to benefit your productivity.
How to create a schedule in attacking your prospective client base.
How to stop the unproductive activities that waste time.
How to improve your organizational skills to save time.
Developing an effective prospecting script to secure more sales.
Best ways for making your sales presentation dynamic, entertaining and engaging.
The Seven steps to successful selling.
How to build connections with your potential clients and develop a long-lasting relationship.
How to ask the qualifying questions regarding your product in a non-confrontational manner.
How to communicate and deal with Gate Keepers.
Preparation for your call before you pick up the phone.
Have a well-thought out and planned reason for your call to avoid “gates”.
How to avoid mistakes while dealing with non-decision makers.
The thinking behind effective questioning.
Different kinds of questions and when to use them.
How to use questions to motivate thinking.
When to use questions to clarify and confirm.
Using questions to probe assumptions, reasons and implications.
Learn how to handle the 10 most common media sales objections.
How to anticipate what will objections will arise.
How to preempt objections before they come up.
Practical guide to overcome objections in four steps.
How to understand the difference between a “Major” and a “Minor” objection.
How to create a suitable environment for the closing of the sale.
Different ways of closing the sale.
Winning the hearts and minds of your clients.
Focusing on ‘the why’ to inspire passion in client conversation.
How to create a sense of urgency in closing.
How to become an effective "closer".
Reduce risk, increase sales and save time in the total sales process.
Choose you social media platform as per your target market.
A simple and effective way of using social media.
How to find your Decision Maker researching social media.
The development of your sites for your events.
Create a network to promote those events.
Selling Solutions - Beyond Products and Services.
Understanding Objectives and Managing Client Expectations.
How to successfully “fingerprint” (identify) your advertiser’s REAL ad needs.
How to sell with insight.
How to sell in a hyper-competitive market.
How to become a solution provider.
Skills and variables that create successful teams.
How to develop and inclusive strategy to avoid overlaps.
Building the team in finding and hiring talent.
Coaching: In the day, in the hour and the moment.
Protecting time: You can’t sell if you aren’t spending time with customers.
Accountability and R.O.I.
Looking after your Clients by creating a National Accounts team.
Selling marketing ideas to be included in your strategy.
Best use of e-marketing software to generate sales.
Identifying the appropriate publications and industry periodicals to promote your events.
How to develop a strong team between marketing and sales departments.
Which associations you should be working to promote your events.
Attract your target audience by producing your own events.
Identifying the right trends and topics to include in your event.
How to successfully invite the best guess speakers to participate.
Creating a plan to pay for your event through sponsorship.
Participation in other events to promote your products and services.
Choose your Social Media Platform as per your target market.
A simple and effective way of using Social Media.
How to find your Decision Maker researching Social Media.
Develop sites for your events.
Create a network to promote your events LinkedIn for Events.