Do you know exactly why your prospects buy from you and why they don't? If you were to list the top objections you experience, can you honestly say that these are the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?

After speaking with a prospect, you may assume or think you know what they mean based on a previous experience with them or with another customer. Or you hear a statement, perceive you know what they are looking for and feel that, since you have a rebuttal prepared or an answer ready, you give it to them without stopping and taking the time to explore deeper into what it means to them, specifically.

Whether it's around your prospecting, qualifying, presentation or closing efforts, certain assumptions can dramatically affect the results you seek to achieve, especially during a conversation with a prospect.

Instead of promoting dozens of features and benefits about your product or service before understanding the customer's specific needs, invest the time in asking better questions so that you can successfully uncover the customers primary motivation to listen to you. As opposed to providing common solutions that you assume may fit for everyone, you'll be able to demonstrate specifically how your product provides a custom solution and a perfect fit for each prospect you speak with.

Learn how to make better decisions by eliminating the most common selling mistakes, assumptions and communication breakdowns every sales professional makes that cost you sales.

During this content rich workshop, Keith Rosen will show you how you can:

• Eliminate communication breakdowns and assumptions that cause problems and
  cost you sales.
• Uncover new selling opportunities that you would have left on the table.
• Create a unique selling and follow up approach for each prospect based on the buyers preferred buying strategy so that you can align your selling strategy around them rather than a generic 'one size fits all' approach.
• Utilize your prospects and clients as a free resource to help gauge your effectiveness and uncover what works for you.
• Stop wasting your time on the wrong prospects.
• Fine tune your presentation by setting clear expectations of every meeting in order to provide the information your prospects want to hear rather than turning off their listening with information they aren't interested in hearing.
• Base your decisions and selling strategies on the facts rather than make costly assumptions about your prospects that can destroy a sale.
• Turn off your automatic response or auto pilot when selling and become more aware of how you can respond to statements or questions in a different way; through the use of better crafted questions.
• Go deeper into what they are really saying and what they truly want, without assuming what they want in order to create new selling opportunities that you never noticed before.
• Take full responsibility for your communication and make your customers feel comfortable in knowing they are dealing with a sales professional who takes the time to understand them.
  

Keith Rosen, MCC is the President of Profit Builders, LLC has been endorsed by companies and organizations worldwide as one of their favorite success coaches.

He is the author of "Time Management for Sales Professionals." His latest book, "The Complete Idiot's Guide to Cold Calling," has already been endorsed by leadership guru Dr. Ken Blanchard, author of "The One Minute Manager," as well as Brian Tracy, author of "Advanced Selling Strategies" and one of the world's leading authorities on personal and business success.

Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk.

He provides sales and leadership coaching that inspires you to move from intention and into action so that you can master your time, boost your sales and income, and achieve bigger, more rewarding goals without the steep and costly learning curve.

As a pioneer in the coaching profession, Keith has been featured dozens of times in the media. Among other publications, Keith's articles can be found in Selling Power, Opportunity World and Small Business News. He has appeared in feature stories in Inc. magazine, Sales and Marketing Management, The New York Post, The Washington Times, Long Island Business News, National Underwriter and Security Sales.

Here are what people are saying about Keith Rosen's training:

"With the new approach we have developed, I not only overcame the prospect's initial objections and had an excellent dialog with them, but I SOLD a deal on the FIRST call! My follow up calls are improving and I currently have more prospects in my pipeline than ever before. I'm listening better and asking the right questions. I've truly been blessed with a wonderful mentor!"

- Janet M., Salesperson

"For so long I've tried to figure it out on my own, and you've shown me a solution that really works; one that I never thought possible. I'm now able to accomplish in 25 hours what used to take me 40 hours. With an effective routine in place and a solid sales process, it's all translated into a huge increase in my production. I'm selling more and having more fun in the process, while maintaining my sanity and peace of mind!"

- Terry N., Sales Manager - Washington Business Journal

"Keith's knowledge and expertise in regard to coaching and leadership is second to none. Mr. Rosen has a great deal of compassion for what he does. This level of compassion makes him a dedicated professional, and one that is easy to work with. If given the opportunity, I would gladly work with Mr. Rosen again."

- Vanessa S., President - American Marketing Association - Washington, D.C.

"After Keith created and implemented a comprehensive sales training program and an executive coaching program for my sales and management team, we've experienced a 35% increase in sales."

- Seth H., President - Home Security

"Working with Keith has been the best experience this company has had! He put together a program that was geared completely to the issues that our sales and management staff deal with on a daily basis. He took the time to thoroughly research us and the needs we had and put together a very thought provoking and interactive seminar. The comments afterwards from ALL the participants were extremely positive and one in particular said, "I have been to several seminars but never to one that related so much to my issues and that I could actually walk away with techniques I could use immediately!" I also received a phone call the day after one of our seminars from a staff member saying she had just taken a deposit on one of her most difficult homes and knew it was because of two specific techniques she learned from Keith during the seminar. In the words of another, "He rocks!"

- Brenda D., Director of Training - Garrison Partners

"I've worked with Keith on a critical project where I came to experience his wisdom and coaching ability first hand. Keith is an accomplished professional."

- Marcia R., MA, MEd, MCC, President - International Coach Federation

"In a tough economic climate, revenue growth was practically non-existent and our professional group of salespeople were getting discouraged. Faced with not only declining sales but how that affects commissions/income made theirs a tough reality. There aren't enough adjectives to properly describe the excellent program you developed for our team, and how well the sales reps responded to it. We are now seeing the emergence of a positive trend in our sales numbers. Conversations with each of the sales reps is also more positive than it was prior to the coaching sessions; they are regaining some lost customers and more importantly confidence. You helped make a difference for the CarMart sales team. We were fortunate to have found you. Thanks again for the care you took in coaching our CarMart team."

- Maureen M., PennySaver CarMart Regional Sales Manager

"With Keith's guidance, I've made several shifts in attitude and behavior that would not have been possible without his help. I am also able to better coach and motivate my staff. You can tell from dealing with him that he wants what is best for his clients and I think this helps bring out the best in both of us as we work together."

- Kenneth S., President - Paul Davis Systems of Kalamazoo

"I have had the opportunity of working with Keith, developing the executive coaching column for our magazine, Small Business News. It has been a pleasure working with him on this project and he has repeatedly proven to be able to challenge our readers to look at their lives and careers from a different and healthier perspective. In fact, I would add he has done the same for me personally. He really wants to help everybody! I've never worked with anyone so committed to that cause. I strongly believe Keith has demonstrated his aptitude as a phenomenal coach and a person deeply committed to the success of others."

- Aundrea C., Editor - Small Business News

"I would like to share some of the value I believe that Keith Rosen has contributed to the profession of coaching: Not only in his local area, but also on a national basis. The projects he has, on an ongoing basis, with no specific financial gain to himself, all work to create a greater visibility to coaching in the world. Presently, Keith, as a member of the ICF exam
committee, has made a substantial difference to our time line. His work is excellent. He is responsive and professional in his work and committed to high standards in the development of our field. It is clear that he knows what coaching is, as he exhibits an amazing understanding of the coaching process."

- Pamela R. - Master Certified Coach, Certified Mentor Coach

"In the time we've worked together, Keith has helped focus on the things I really want, both personally and professionally. With the support of our relationship, I'm achieving those goals - in a manner that's consistent with my needs and values. In each session, he helps me celebrate my successes while at the same time challenging me to go further. Keith is extremely energetic and enthusiastic, positive and has a great sense-of-humor. I look forward to our sessions just as I would look forward to speaking with a good friend. As far as I'm concerned, that just might be the most important quality a coach can have."

- Keith H. - V.P., Creative Director, C2 Creative

• $65/cd

Costly Assumptions That Kill A Sale
$65/cd