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| SMART Selling, Inc. | (425) 402-0733 | info@smartselling.net | www.smartselling.net | |
Add IMPACT to your next sales meeting |
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At your next sales meeting, make sure that your sales reps leave with the tools and experiences that will make a real impact on their productivity. Add SMART Selling IMPACT Breakout Sessions to your agenda. Custom developed for companies who sell to educators, these three, two-hour sessions address the challenges most often mentioned by sales reps:
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Session 1 Talking to the Man Provides an opportunity for your reps to talk to a Board Member, Superintendent, and CIO for two hours of candid conversation. Session 2 You're Gonna Love Your Phone Session 3 “Nobody Buys a “Nice to Have” For additional information, visit: |
SMART Bites - A New Way to Learn SMART Selling |
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| You know that your sales team could benefit from effective SMART sales training, but you just can’t devote the time out of territory or the money for a 3-day SMART Selling Workshop.
SMART Bites may be the answer for you! SMART Bites consists of four individual sessions. Each 6-hour class is conducted by Larry Sugarman at the location of your choice, and is focused on one or two of the steps in the SMART Selling process. Like the 3-day Workshop, education industry role play activities and examples are featured. Pick the session that you feel would most benefit your team today, then, later, pick another. The 4 sessions are: Creating Solutions That Sell |
Money is Not an Issue The two faces of Value; understanding cost/benefit models; developing a business case for your solution; helping your prospect prove the cost-effectiveness of his decision. It Doesn’t Have to Take So Long Proposals Are Not Just Price Quotes Each SMART Bite session is priced at $5,000 plus instructor travel and living expenses. Up to 30 participants can attend each session For additional information or to inquire about available dates for your session, please email: smartbite@smartselling.net |
Odds and Ends |
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| eSMART Refresher Session: Our web-based SMART Selling Refresher course has been successfully piloted and has received nothing but positive reviews. This self-paced course will allow the participant to review the essential concepts discovered in the SMART Selling Workshop in the context of his or her real-life experiences.
Larry Sugarman, President of SMART Selling, reviews all assignments as they are submitted, and provides personal feedback to each participant. |
Additionally, each manager has password access to their individual site where they can view the progress of each of their reps.
For additional information please email: Just Released : SMART Selling Education Podcast: In response to many of our customers, we are currently developing a series of 10-15 minute podcasts focused on challenges currently being faced by reps. Please send any requests for subjects you would like discussed to smartcast@smartselling.net |
Tips and Such... |
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| Everyone knows that it is best to call high in an organization. Yet, one of the challenges most often brought up in SMART Selling Workshops is: “What should I be talking to this person about?”
If, for example, you are meeting with a Superintendent, it’s a pretty safe guess that they are not interested in discussing the intricacies of your product. They have a staff for that purpose. So, what is a Superintendent looking for in this meeting? My suggestion is that you focus your conversation on the truly big issues that are keeping him or her awake at night (or should be). Whenever I read a provocative article in the paper, or read a thought provoking book, I use it to open the conversation. As the discussion continues, two things happen:
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Here are two books I have read recently that provide an endless source of great conversation openers with educators.
The World is Flat, Thomas L. Friedman, available at bookstores and audible.com. An excellent conversation starter for discussions with Superintendents about the factors behind, and the impact of, globalization. Freakonomics, Steven Levitt, also available at bookstores and audible.com. A fascinating look at cause and effect in an information overloaded society, and how, without education, we can easily draw incorrect conclusions from “facts”. We hope you found something of interest in this SMART Selling Update. Our mission is to help you help our students. Only when your good ideas are effectively implemented by our educators will our kids reap the benefits of the time and money you have invested. Please let us know how we can help. |
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