You finally get the meeting with the president. What happens at that meeting will determine whether the opportunity dies, delays or moves forward. How does one talk to a president? How do you find problems you can solve that are compelling to him? What do you do when the call is not going well or the conversation stalls? How do you introduce your fee structure and get buy in from the president? How do you avoid think-it-overs and we will get back to you’s?
In this dinner session, Carl Harvey, sales development specialist, will answer these questions by engaging in a live role play with Michael Ehrlich, president of Integrated Security Inc., and a client of Carl Harvey. You will observe how he conducts an actual sales call and the questions he asks. Carl, at each stage, will also deconstruct the call so you can understand the pathway and progression a successful call should take.
About Our Presenters
Carl Harvey, the founder of Success & Self-Esteem, is an accomplished and dynamic seminar leader and an award winning sales professional with more than 25 years of selling success to his credit. His company, Success & Self-Esteem, is a sales development company that helps presidents and business owners to develop the practices and processes to hire salespeople who can sell, and then help those capable salespeople develop the selling skills and psychological competencies required for lasting selling success.
His book, What’s Stopping You? Building the confidence you need to succeed in sales, is the first book to integrate the science of psychology and the art of selling to help those who sell overcome the single greatest obstacle to their success and what prevents them from consistently and effectively cold-calling, qualifying and closing: their self-doubt and fear of failure.
In 1998, Mike Ehrlich was appointed CEO and president of Integrated Security Inc., a 40 year system integrator of high-end, network deployed access control and Closed Circuit Television systems. Their clients include, among others, Fidelity Investment, Johnson & Johnson, the U.S. Coast Guard, Wheaton University and Rhode Island Women and Infants Hospital.