Online Seminars

Sales is the engine of a business. Every second Wednesday of every month we feature real life strategies that increase closing ratios by as much as 400%.

Each Online Seminar contains 5 Selling Tools guaranteed to consistently bring in new business. Only $99 each. Enroll now for all twelve for only $395 if you are an individual or $595 if you are a company with an annual membership.

Already a member? Click here to register for an online seminar.

• Speed Qualifying – 6 Levels of Interest
  March 14 2012 | 12:00 pm Eastern Time (GMT-5)
  Quickly determine if there is a deal by identifying exactly where prospects are in their buying cycle. Discover the magic of carefully crafted questions. Probe into four key areas that drive decision-making. Uncover quickly who all the players are and determine within minutes what to do next. More…

  “Every time we use these tools, we get the deal.” – Ted Gorski, CEO, Gorski Bulk Transport Inc.

  • Discover the six levels of interest that all business buyers experience when making a decision tin vest
  • Cut your selling time in half by narrowing your focus four criteria that accurately qualifies all buyers
  • Develop a short questionnaire that inspires business buyers to commit quickly and easily
  • Separate “tire-kickers” from real buyers within minutes
  • Sort through more leads with less effort and improve your conversion rates by as much as 30%

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• Scoring Opportunities – 4 Keys
  April 11 2012 | 12:00 pm Eastern Time (GMT-5)
  Determine which opportunities are worth spending the most time on. Move you away from ‘Hot’, ‘Warm’, ‘Cold’ subjective scoring and obtain objective criteria to help you determine when a meeting is warranted and what appropriate next steps are for each opportunity. Lower your cost of sale, become more efficient in your business development efforts and improve reporting accuracy. More…

  You will learn:

  • The difference between prospects, leads, contacts and opportunities
  • How to do quick lead conversion with a simple scorecard
  • The three categories of opportunity you should be using and how to set them up in your CRM application
  • Appropriate next steps by opportunity stage

  This seminar will help you lower your cost of sale, become more efficient in your business development efforts and improve reporting accuracy.

  Pre-requisite: Speed Qualifying – 6 Levels of Interest and Scoring Opportunities – The Four Keys

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• Accelerate the Buying Process – 9 Methods of Inspiration
  May 9 2012 | 12:00 pm Eastern Time (GMT-5)
  Unlock the secrets of marketing, sales and customer service. Build your own business development process by applying the tools that are most effective when inspiring your clients-to-be to commit. Steeped in 30 years of research in behavioral psychology, you will discover simple ways to implement strategies that drive up revenues up now. More…

  “Pauline’s system ties together prospecting, developing, and closing in an intuitive way.” – Andrew Thurlow, Alstom Power Service

  • Develop an entire marketing, sales and customer service plan in just a few hours
  • Support each step in the process with the tools that business buyers appreciate
  • Save money on precious marketing collateral and selling tools by determining which ones work the best
  • Create tools that translate into sales presentations, internet, and social marketing campaigns
  • See your confidence soar as you develop your knowledge each step in the business development process

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• Hot Calling – Overcome Objections
  June 13 2012 | 12:00 pm Eastern Time (GMT-5)
  Cold calling can be enormously effective for building your business, if you do it! The fact is that most people put the brakes on their success because they don’t overcome objections effectively. Learn how to make quality introduction calls to build confidence and win more sales. More…

  “Like all of Pauline’s programs, this is jam-packed full of real-life tools that work.” – Mark Wicks, General Manager, Packaging Logistics Inc.

  • Reach decision-makers quickly either by phone, text or email
  • Overcome the 6 types of objections that all business buyers use to block you
  • Use 37 proven telephone tips to avoid common errors
  • Get more appointments with less effort and ensure they stick
  • Obtain proven tools to track your success

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• 9 Ways to Close – Inspire Buyers to Commit
  July 11 2012 | 12:00 pm Eastern Time (GMT-5)
  Obtain nine proven closing formulas that inspire buyers to say “Yes!” faster. Help buyers make incremental commitments and become Clients-for-Life. Develop 18 closing tools that encourage your customers to buy today and tomorrow. More…

  “For one account, I cut my selling time by 80%!” Jane Russell, Executive Financial Consultant, Investors Group

  • Discover a proven three-part closing system that today’s business buyers’ appreciate
  • Overcome known and hidden obstacles that can get in your way when asking for the order
  • Immediately recognize vocal and silent buying signals
  • Develop 18 highly effective closing tools that you can use in any situation and begin to use right away

  Pre-requisite: Hot Calling – Overcome Objections

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• Leverage Tradeshows
  August 8 2012 | 12:00 pm Eastern Time (GMT-5)
  A considerable amount of time and resources are invested in tradeshows. Get the most from your shows, all the way from pre-planning to post-assessment. Obtain qualified leads that result in direct revenues. Ensure a positive return on your investment each and every time you participate in a show. More…

  • Clarify the hard and soft costs of attending a tradeshow with easy to use spreadsheets
  • Obtain Planning, At Show and Post Show tools to attract the best customers
  • Separate tire-kickers from real buyers with 4 simple questions
  • Calculate a true rate of return that marketing, sales and customer service can all benefit from

  Bonus: Discover the “profile” of the best people to “man” your booth.

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• Needs Assessments – Money Making Diagnostics
  September 12 2012 | 12:00 pm Eastern Time (GMT-5)
  Obtain a deep understanding of your client-to-be’s challenges. Get to the heart of the conversation faster. Inspire business buyers to pay for your professional diagnostic. Separate yourself from others by positioning yourself as an expert.More…

  “This is by far and away the best sales training course I have ever participated in.”– Steven Glover, Deloitte

  • Discover the 4 “High Gain” Questions that today’s sophisticated buyer expects from a professional
  • Establish trust quickly and become an integral part of their team
  • Quickly present your company as a results-focused firm
  • Inspire business buyers to work exclusively with you
  • Earn revenue before the deal is 100% closed

  Pre-requisite: Speed Qualifying – 6 Levels of Interest and Scoring Opportunities – The Four Keys

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• Popping Proposals – What Buyers Want
  October 10 2012 | 12:00 pm Eastern Time (GMT-5)
  Proposals are tools used to encourage your clients to commit. Obtain the secrets to build proposals that Decision Makers will read. Develop presentation skills to successfully deliver the message. Discover the subtle difference between winning a deal and losing one.More…

  “My numbers increased by 100% from month-to-month.”- Dustin Dickout, MBA, Xerox

  • Learn when it is appropriate to present a proposal
  • Understand the four mandatory components of every proposal to present your message skillfully and with success
  • Encourage decision makers to envision the positive outcomes of your relationship
  • Create “time sensitive” issues where none were previously perceived
  • Get the cheque upon completion of your proposal presentation

  Pre-requisite: Needs Assessments – Money Making Diagnostics

  Register Now

• The Deal Maker™ – Negotiating Today
  November 14 2012 | 12:00 pm Eastern Time (GMT-5)
  Negotiating skills are paramount to the success of any career or business. Global competition, sophisticated buyers and tight budgets make it challenging to reach solutions that work for all parties. Distil the entire negotiating process to one page. Plot your strategies and tactics before you begin negotiations. More…

  “Sales people who follow Pauline’s step-by-step model increase their closing results ten-fold.”- Charlene Brisson, Author, Three-Step Marketing

  • Establish parameters that help guide clients to focus
  • Build rapport and trust, even in challenging situations, with an internationally proven 5 step system
  • Transcend cultural borders with problem-solving strategies based in behavioural science
  • Uncover additional sales opportunities that might have been overlooked
  • Stay confident, relaxed and focused to inspire business buyers to commit

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• Getting Results – Systems and Tools
  December 12 2012 | 12:00 pm Eastern Time (GMT-5)

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