{"id":270,"date":"2007-12-17T19:32:05","date_gmt":"2007-12-17T19:32:05","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/143205.html"},"modified":"2007-12-17T19:32:05","modified_gmt":"2007-12-17T19:32:05","slug":"selling-by-seminar","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/selling-by-seminar\/","title":{"rendered":"Selling By Seminar"},"content":{"rendered":"

         Are the guys who come into your market to run “client seminars” better salespeople than you? Probably not.
\n<\/span><\/span><\/span>          I have sold literally millions of dollars in new business through my Competitive Immunity, TOMA Research and various other seminars and in most cases my host-media partner has had sales people every bit as effective as me.
\n<\/span><\/span><\/span>          So why then do these seminars generate so much new or increased business?
\n<\/span><\/span><\/span>1.       The prospects are virtually pre-qualified by their virtue of their attendance. Those who take valuable time away from their business to learn how to grow their business are looking for alternative new business ideas that you can provide.
\n<\/span><\/span><\/span>2.       The guy from out of town is perceived to be an “expert” rather than a biased “spot seller”. Credibility and trust are important in any selling relationship, and good seminar presenters build that instantly.
\n<\/span><\/span><\/span>3.       If the attendees heard about the seminar on your station they already believe in your station. They watch or listen to it, and they have responded to your advertising themselves. They know it works!
\n<\/span><\/span><\/span>4.       As the host station, you become branded as a business partner rather than just another commodity supplier.
\n<\/span><\/span><\/span>5.       In a seminar environment you have more time to tell a compelling story than you do in a sales situation. <\/span><\/span><\/span><\/p>\n

BONUS REASON<\/span><\/strong>: The Training Element<\/em><\/strong>. When your sales people see how your prospects react to some of the seminar principals, these same principals become part their culture and presentations for life!
\n<\/span><\/span><\/span>         There are many other reasons selling by seminar is so effective, and many proven techniques to improve the results of your seminars. But in a nutshell, seminars attract a pre-qualified audience that is looking for change and you can be the credible business partner who becomes the conduit to that change.<\/span><\/span><\/span><\/p>\n

Caution:  Never let your “seminar” degenerate into a sales pitch. The attendee will invite you to make a “sales pitch” if your seminar has been truly educational and enlightening. <\/em><\/span><\/strong> <\/span><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

         Are the guys who come into your market to run “client seminars” better salespeople than you? Probably not.           I have sold literally millions of dollars in new business through my Competitive Immunity, TOMA Research and various other seminars and in most cases my host-media partner has had sales people every bit as effective […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-270","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/270","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=270"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/270\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=270"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=270"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=270"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}