OasisLMS

Duration: 55 mins Learning objectives: Learn the most effective techniques for converting new leads into sales opportunities, avoid ‘promising leads’ that evaporate, and improve conversion rates at each stage of the sales process.

Sales Leaders and Professionals

"We talked for ages.” “She seemed interested in our product/service.” “He seemed happy to discuss further.” But then there is no commitment. The opportunity stalls. The ideal-client ghosts you. I can't think of anything worse than not understanding why prospects that seem like the perfect-fit for our solutions didn't care enough to want to keep talking. Prospecting is one of the hardest things we do in sales. Winning the ideal-client's attention, so that they will give us their time, so we can discuss their needs, so that they can use our solution, is in most cases unappealing to them. Terrifying even. Knowing the pitfalls about our behaviour, what we say and how we say it, what‘s not working, and threatens our ability to win a prospects’ interest, is key to unlocking all the potential to generate new sales opportunities.

The most common reactions to handling objections and why they don’t work; Why you are not winning your prospect's attention; The worst mistakes the best of the best make in prospecting.

Two (when attending live) or one (watching the recording)

Helga Saraiva-Stewart, British-Portuguese, is a champion for sales education and the empowerment of sales professionals. Founder of SalesShaker.com a fresh, new international event focused on Innovation in B2B sales and selling, dedicated to informating, empowering and inspiring leaders and professionals responsible for developing business. Helga is a proud Founding Fellow of the Institute of Sales Professionals, with a rewarding career spanning 17 years, based in London, and managing different geographies, developing business for some of the worlds largest organizations in Technology and Software, Data, Ethics & Compliance. Now Invited Professor in Sales at a Top 30 European School (ranking by Financial Times) NOVA SBE Executive Education. She is also Executive Coordinator of Nova SBE Sales Lab, an ecossystem of solutions for sales leaders and teams.