***Meet your host and workshop facilitor, Terry Ledden, and learn more about this program at our August 26 open house breakfast event, from 7:30-9:30 am. Register online for our open house.

Advanced Relationship Development Strategies for Investment, Accounting and Legal Professionals

Fall 2010 Program

nest

Are you a seasoned professional in the Investment, Accounting, or Legal profession with a:

  • Multi-year personal track record of success
  • Proven minimum six figure income
  • Passion to accelerate the growth of your practice
  • Commitment to continued professional development
    •

If so, then you may be qualified to participate in Sandler's Advanced Relationship Development Strategies for Investment, Accounting, and Legal Professionals Fall 2010 Program.

 

Introduction:

Advanced Relationship Development Strategies for Investment, Accounting and Legal Professionals is a comprehensive relationship based sales development program. In order to maximize the experience for all participants, peer-peer learning, interaction, and networking value, registration is exclusively limited to 20 high performing professionals who have attained a consistent multi-year six figure track record of success.

Different than a typical one – two day sales seminar where the majority of the learning gets left behind in the training room, this program recognizes the advantages of incremental, reinforcement training to the participant; long term retention, maximum adoption, and opportunity to apply the training between sessions. The six session program is delivered over a three month schedule of two hour workshops, twice monthly combined with networking and lunch. In order to support the interactive learning experience, group size is restricted to twenty peer level participants.

 

Program Description:

Advanced Relationship Development Strategies for Investment, Accounting and Legal Professionals provides the participant with the system, strategies, and executable techniques to more easily and effectively engage, qualify and commit clients through a form of conversational selling that eliminates:

  • Guardedness of prospects who shut down when approached by you
  • Unpaid consulting, providing valuable expertise for free with no business in return
  • Time wasted developing and presenting strategies and plans that go nowhere
  • Stalls and excuse making by prospects and clients
  • People backing away from commitments
  • Difficulty getting in front of new prospective clients

Participants learn advanced interpersonal communication strategies, counter-intuitive questioning techniques and methods of qualifying and closing a deal that turns the tables on the traditional “buyer – seller” dance.

 

Fall 2010 Program Dates & Registration:

This six session program is delivered over a three month schedule of two hour workshops (twice monthly), combined with networking and lunch.

  1. Sept.15

  2. Sept. 29

  3. Oct. 13

  4. Oct. 27

  5. Nov. 10

  6. Nov.24

 

Curriculum

Tuition is $1750.  In order to support the interactive learning experience, group size is restricted to 20 participants.

Call our team for more information (613) 230-0623 or register online.

 

 

If you are frustrated by any of the following typical industry sales challenges, then register for Advanced Relationship Development Strategies for Investment, Accounting and Legal Professionals – Fall 2010 program.

 

Key Sales Growth Challenges

I'm OK

Need Help

Prospects stall with excuses
Prospects quibble over premiums
Prospects back away from commitments
Prospects tell you they have to “think it over”
Prospects pick your brain for ideas, and then keep the business with the existing advisor
Dealing with “tire kickers” who are unwilling to make a change, even if it’s in their best interest
Making polished, professional presentations to people who won’t make a decision
Your painstakingly prepared proposal is being used by the prospect as a bargaining chip to negotiate a better premium with their existing agency
Chasing prospects who won’t take or return your phone calls
Arm-wrestling over the price quoted in your proposal, even though it’s less than their current premium
Handling one stall or objection only to have another emerge almost immediately
Having to work so hard to get prospects to make commitments
Feeling frustrated because you can’t get your prospects to keep the commitments you finally got them to make
Wasting time with “suspects” when you should invest your time with qualified prospects
Constantly looking for new ways to find clients

 

Quote We have been working with Terry for about a year now to improve the way in which we cultivate and pursue new business opportunities. ...The result is that we are able to propose an approach that meets our prospect's real requirements in a far more effective way. The fruits of this approach were particularly borne out earlier this year when we won the largest account inmedia currently handles. Not only did we beat out New York and Toronto agencies for this piece of international business, but the client specifically highlighted our business development process in commenting on why they selected us. "We were impressed with the thoroughness of your approach," their vice president of marketing said. "You brought the game to us at every stage." Quote

Francis Moran President & CEO - inmedia Public Relations