The Six-Step Selling Process

A Free and Practical Workshop Presented by Lois Raats, M.Ed, and
the CIC-SIG

We all do marketing to generate leads, but how does one turn those leads into paying clients? Research into effective selling has confirmed three critical behaviours common to the most successful sales people. They:

1. Ask a lot more questions
2. Encourage potential clients to do most of the talking
3. Wait a lot longer before jumping in with a solution

The Six-Step Selling Process provides a structured framework for conducting the telephone or face-to-face follow-up meeting. We will learn to use coaching techniques to truly understand the needs of our clients, and then to help the client discover how effectively we can meet those needs.

Speaker Information -- Lois Raats, M.Ed

Over the last eighteen years, Lois Raats has helped over 2500 individuals and organizations to achieve results by leveraging their strengths and abilities. Her company, CoachLois Associates (www.coachlois.com), provides coaching and training to individuals and organizations. Lois coaches individual managers, executives, and professionals to achieve balance and purpose in their lives. She also consults with organizations, helping them develop clearer communication, stronger teams, and better bottom-line performance. Lois enjoys living in Waterloo with her husband Dan, and her two sons Nicholas, 15 and Philip, 12.

Details

Start the New Year on a practical note by joining us on January 14, 2004 from 6:30 to 9:00 pm. When the location is finalized, it will be posted on the Southwestern Ontario Chapter's Website in the calendar.