Consider that some forms of virtual selling can be continued and others should have been implemented years ago. Consider the forms that will go back to face-to-face selling and the forms that will remain virtual. In this program, you'll learn how to problem solve and increase sales regardless the obstacles.
This group meets four times and runs every other Wednesday from 11 am to 2 pm ET starting on March 24, 2021. Additionally, each participant will receive a personalized assessment to assist with goal setting and improved performance.
ALL meetings will have homework and case studies.
- Market share calculations
- Financial model pieces that are pertinent
- Productivity model for reps
- Team selling versus individual selling
- Analyzing the buyer’s process: What the customer really wants
- Industrial equipment buyers (Davos Conference research and Deloitte case study)
- How do we establish trust with A customers and B customers
- D accounts
- Case study: the virtual environment vs. physical environment
- When do we HAVE to go onsite, and when we don’t need to go onsite
- Buying group versus individual buyers
- Advantages and disadvantages of virtual selling
- Learning how to do a needs assessment
- Crafting solutions
- Negotiating virtually
- Persuasion virtually versus face to face: Is it easier to say “no” virtually?
- Uncover concerns, objections, and limiting beliefs
- Assumptive close
- How do we know we are making an emotional connection?
- Videos—how to make a video pitch and when to use a video pitch most effectively
- Reviewing Sales Person Assessments
Reserve a Session or Book an Exclusive Seminar for Your Company
Courses are available "On Demand" where you can purchase a private seminar (in-person or virtually) for your company or you can join in an existing "Scheduled" program.
Current offerings for this topic include:
What People Are Saying
"The [Essential Scriptwriting for Dealerships] program was very informative and effective in helping me develop scripts surrounding billing and recovery issues. One of my reservations going into it was that scripting would lead to forced, inauthentic customer interactions. Based on the material presented, I realized effective scriptwriting can be a tool that helps you communicate with staff members so they understand the origin of our policies. I've seen a huge improvement weeks after implementation. "
Attendee from Essential Scriptwriting for Dealerships
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P. Farrell, General Manager, Modern Group
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S. Hennie, V.P. General Manager, Cleveland Division, Hy-Tek Integrated Systems
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C. Stephens, Retail Sales Manager, SM Tire
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Andy Young, President of Air Centers of Florida
"The financial model is the single most important 'tool' out of every meeting. The Dealer Group often takes this part of the meeting with a grain of salt, but I use the financial model results more than any other metric to see if my little organization is off kilter. "
Craig Stephens, President of SM Tire
"I knew my way around a business financial statement but you have given me a new approach and strategy which we have used to develop and grow our business. We have taken the business from $6 million to just short of $12 million since I became involved with the Currie Best Practice Group. Your Currie model along with the financial ratio goals has given us the tools we need to keep our finger on the pulse of the business. "
Ralph A. Wallace, Trask-Decrow Machinery
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Brian Ledford, ACF Standby Systems – Distributor for Generac Power Systems
"The Currie Management Consultants possess a tremendous amount of knowledge in business finance, world economics, and human behavior. During our affiliation with Currie we have grown to be one of the largest transport refrigeration dealers in the nation — they have played a very important role in this growth. They helped us break down our business operations into manageable components and set standards for each of them... to consistently track our business performance and to compare our performance to other dealers. Michelle does a great job of providing leadership training that allows me to have a clearer prospective on myself, my customers and my employees. The personal growth I have obtained from my association with Currie has helped me solve many business problems that have arisen during the past 15 years."
Jim Marino, Executive Vice President of Convoy Servicing and Fleet Maintenance Technology
"Maine Commercial Tire has been involved with Bob Currie and his associates for over ten years. In that time, Bob took our timid and uninformed freshman management and gave it direction and oversight. He gives real world presentations of critical management variables and has enough case management experience to cut through lame excuses for poor performance. “Figure it out!” is a resounding comment in his scrutiny and with his presentation of the facts, figuring out a challenge becomes obvious. Without Bob’s direction MCT would be just another middle of the road tire dealer. "
Jim McCurdy, Owner, Maine Commercial Tire
"The [Rental] program was executed perfectly. Michelle and Lauren provided a great amount of information that I have already started to apply to my career. I’ve asked my manager to take as many other Currie programs as possible. "
Brittany Y., Atlantic Lift Truck