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Webinar: Launching Virtual Relationships
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5/26/2020
When: (Tues) May 26, 2020
2:00PM EST
Where: Webinar
United States
Contact: Chelsea May
(703) 836-2422


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Launching Virtual Relationships Webinar | Tuesday, May 26, 2020 | 2:00 PM EST 

Recent events are forcing sales leaders to confront an unprecedented sales environment and discover new ways to overcome challenges to meet their numbers.

With over 45% of sales today made virtually, how confident are you that your sales team is prepared to plan for and create relationships virtually? Can your sales team deliver impactful value propositions that clearly articulate the value of your offerings?

Audience: All levels of sales experience

Duration: 60 Minutes 

Program Description:

This program focuses on upskilling AICC member sales professionals so they can launch business relationships and deliver impactful value propositions during initial customer interactions.

Sales professionals who master business relationship skills will enhance virtual selling skills, create a ‘targeted conversation’ pre-call plan & learn to develop impactful value propositions.

 Topics include approaches and tools that focus on:
  • How to create a ‘targeted conversation’ pre call plan
  • Developing relevant inquires to create credibility during initial virtual meetings
  • Locate the Relational GPS® (Goals, Passions, and Struggles) of buyer personas
  • Use the ROC process to build Rapport, deliver on your meeting Objective, and create Credibility
  • Learn a 3-step process to deliver impactful value propositions

Key Takeaway: Participants will PROTECT THEIR REVENUE AND RELATIONSHIPS by developing a competency and confidence to create meaningful initial virtual sales interactions.

Instructor:

Ed Wallace, President, AchieveNEXT Human Capital

Ed speaks to corporations and organizations around the world with a client list that is a Who’s Who of Fortune 500 companies. He has been facilitating seminars and workshops for AICC since 2015. He has published four books on relational capital – Fares to Friends, Creating Relational Capital, Business Relationships That Last and the #1 best selling The Relationship Engine. Ed is a member of the executive education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.

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