You may remember that a few weeks ago, I announced the RainMaker Development Webinar Series (for Owners Only). Yesterday, I met with Dave Kurlan to review the results, share feedback and make necessary adjustments. Our conclusions were simple.

Give people enough time. They're just getting back from summer. School's starting. Customers are calling. Four weeks wasn't enough time to get the word out. Have people read it. Forward it. Check their schedules and make a decision. Give them more time. At least the middle of September or early October.

The first webinar will be on October 7th.

Make it easier for people to start. Yes, the economy is coming back, but people aren't flush yet. Yes, they recognize that they need help, but they've never experience this kind of professional training before. They can't imagine how quickly the impact will affect their business. Give them the opportunity to take a smaller bite. Let them experience some success, then they'll want the rest.

Per Dave,

Two semesters:
$499 for the first semester.
$500 for the second semester ($400 if you have a discount code).

First Semester Webinars 10/7. 10/14, 10/21, 10/28

• You'll complete the online self-assessment prior to the first webinar and your personalized report will be sent to you just before the first webinar.
• You will learn how to recognize and overcome the obstacles that have been keeping you from getting where you want to be.
• You will learn how to turn your voice mail messages into returned calls.
• You will learn how to turn your lead, referral, or networking contact into a bona fide, legitimate, qualified appointment.
• You will learn how to get your prospective customer's attention and keep them engaged throughout the process.
• You will learn how to posture yourself as an expert without bragging.
• You will develop a sales process that will allow you to maintain control and handle every question and every objection in an orderly manner without having to memorize or use a canned presentation.
• You will learn how to super qualify. No more surprises at closing time. No more wasted proposals. When you are qualified and they are qualified, closing becomes the next logical step in the process.

Second Semester Webinars 11/4, 11/11, 11/18, 11/25

• You will learn how to wrap up your process and present the solution that your prospect expects and is prepared to accept.
• You will learn how to use the Inoffensive Close. No manipulation. No tricks. No cute names. No games. No surprises. Very natural.
• You will learn how to handle any objection and overcome any resistance.
• You will learn how to eliminate competition and differentiate yourself if your prospects ever look at your solution as a commodity.
• Finally, each of the second semester webinars will be followed immediately by another hour long webinar during which we will answer questions, solve problems, role play and practice your new skills.

Sign up for both semesters for $999 ($899 with a discount code) or just the first semester for $499 and add on the second semester after you've started seeing results. Call me for info or register at eventbrite.

Most business owners -

• are not salespeople.
• are passionate about what they do.
• need to sell before they have something to bill.
• don't have the time, money or desire to become a professional salesperson.
• need help now, not over the next 12-18 months.
• have other things to do, so 'selling' time is very limited.

The economy has begun to come back. Now is the time to re-double your efforts. The opportunities that are in your pipeline may show signs of life. Networking and prospecting efforts will provide new opportunities. This webinar series is a special program that's been designed specifically for owners and partners. It is not available to professional salespeople or salespeople that are part of a company that has multiple salespeople. Everyone in the program will be the owner or a partner in their small firm. You will be exposed to the same training that the Kurlan team provides to companies over six to twelve months, but in an accelerated, compressed format tailored specifically for the needs of your growing business.

You will learn -

• why and how owners sell differently than employee salespeople.
• what has been 'getting in your way' and how to fix it.
• how to develop compelling Positioning Statements that will engage prospects immediately.
• how to convert more of your networking contacts and leads into viable opportunities.
• how to get more appointments with better qualified prospects than ever before.
• how to make your sales process more effective.
• how to convert more of your opportunities into paying customers.
• how to adapt the four bases of Baseline Selling to your world.
• how to eliminate objections and avoid commodity selling
• how to apply this knowledge to your business, in this economy, right now, to make the fourth quarter the strongest of 2009 and set yourself up for an incredible 2010.

This special offering includes:

• a series of eight one hour webinars offered once per week for eight weeks.
• your own personal, entrepreneurial version, on-line, sales assessment.
• training materials (PDF/workbook).
• access to our email help desk for specific questions, applications or situations.
• plus four totally interactive web sessions that will allow you to debrief and analyze a past selling situation, strategize and role play an upcoming sales call with one of our development experts.

The first webinar will be Wednesday, September 9th October 7th at Noon (ET). Subsequent webinars will be on subsequent Wednesdays at Noon (ET).  Email Rick Roberge before 9/3 10/1 to ask questions and/or register at eventbrite.

This is my last post at this domain.
I've moved to a high-rise luxury condominium.
Please visit me there!

But before we move, here's where we've been.

First Entry was 3/18/2006 at 5:46:00 AM.

We have a total of 415 entries with a total word count of 104,938 words.

If you do the math, that's 2.64 entries per week.

The most popular entries were:

top ten geek business myths 4.40%
Blog Topics 2.30%
First...........What is a RainMaker? 1.52%
Another Guest Blogger 1.41%
Prize Corn 1.16%
BIG CLIENTS 0.97%
Referral = Obligation 0.93%
Success Secret #3 0.83%
What an event! 0.79%
Intimidating Women 0.79%
Joe's Escalade 0.70%
Other (404 items) 84.15%

These were the longest discussions with the number of comments per discussion.

Ask me a question! 28
Joe's Escalade 18
Tom's Question for the Experts 17
What's Your Recession Strategy? 17
Svelte People at the Gym 14
First...........What is a RainMaker? 14
Reality vs Virtuality vs Unreality 13
Numbers, Baseball and My Kind of Selling 12
Hiatus 11
Trick or Truth 11
Sales Support vs. Supported by Sales 11
YOU BE THE COACH! 10
Kinder and Gentler....Like the IRS 10
Blog Topics 10

I won't be posting here any more. So, please come with me. Click here for the new address. You can subscribe by email or RSS there.

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My Other Blog

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What are you doing for lunch on April 14th?

Come to the Great Speed Networking Game hosted by the Society of Professional Communicators.

Space is limited. So, reserve early!

I received this email today.

Dad,

A friend of my and hostess at the restaurant is starting a gardening business, she is cc'd on this email
Marshall has been kind enough to offer some guidance on insurance quotes.
Also, please see Marshall's response below # 8 as you were brought in to the mix as someone that may be able to help them out with a letter of engagement.
Also, Kirstyn and the ladies would most likely appreciate any thoughts you may have on how to bring in sales leads to the business. not sure how you handle generating sales leads for this type of business.

Kirstyn like I have been stressing to you my biggest concern for you guys is bringing in enough business for the three of you........listen to my Dad on any advice he may have on sales he is very good at this.

Dad, thanks for the help in advance.

Matt

Whether you call this a referral, introduction, or endorsement, think about the power in the way he did it.

I am a very proud father!

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