SCORE: The Secrets of Selling

Designed for business owners, managers, office and sales staff, this workshop will take you step by step through the art of selling. It is guaranteed to give you much more confidence, a far better understanding of the sales process and help in dramatically elevating your closing ratio. Questions and challenges will be welcome.

You will learn:

• Sales Process, Step by step
• How to develop an exciting elevator pitch
• How to overcome “Price Too High”
• Effective Probing
• Dealing with Customer Complaints
• Overcoming Objections
• Cold Calling & Appointments
• Telephone Selling
• The No-No’s of Selling
• Managing A Sales Staff

Barry McKinley of SCORE is the presenter. He has owned 10 different businesses in 5 different industries. These businesses were either purchased or started, and he later sold them to investors, employees, competitors or large corporations. His entire career has been based on building companies from scratch to the point that they could be acquired. He operated his own medical sales company generating over $50 million in sales. He has sold products and services to professionals, large and small companies, buying groups and directly to consumers. Barry estimates that he has made 25,000 sales presentations to groups varying from 1 to 100. He has personally hired and managed in excess of 200 sales people. He has won numerous sales awards, contests and industry recognitions. As a SCORE mentor Barry has participated in over 2,100 face-to-face sessions with business owners and twice that number via email counseling.

(Registration/Check-in 5:30 to 6:00 PM)