Fields of Work
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Learn the relationship development and sales approaches that are proven to work best in today’s marketplace.
What Meeting Planners Say About Lenann’s Speeches
Lenann inspires her audiences with humor and with learning that they can put into effect immediately, for massively improved sales results. -
Lenann inspires her audiences with humor and with learning that they can put into effect immediately, for massively improved sales results. With Lenann’s ability to drive new revenue, it’s not a surprise that many of her clients hire her for multiple presentations in a single year!
Your presentation at the Healthpoint National Sales Meeting was outstanding! Your presentation was rated the Number One presentation of all throughout the entire week, as rated on delivery, content, and value to the attendee. You accomplished all of the objectives we had established... and added more useful information as well... a unique combination of solid professional delivery, humor, and a strong message.My partners share my high evaluation of your program and recognition of your skills. Thank you for the excellent program.Sometimes the simplest way of expressing one's gratitude and appreciation is to simply say 'Thank you, Thank you, Thank you'. Your presentation of "What's New in Sales and Marketing" at our National Association of State Farm Agents Annual Convention was very well received. It was entertaining as well as insightful and informative, to the delight of the audience.
The expectancy that I had about your presentation based on your extensive academic credentials and your fantastic selling and marketing performance achievements was completely fulfilled, and then some. When a speaker is so well in command of their subject matter that they can, and do, entertain any and all audience questions, both during and after their presentations and get right back on track, is, in my opinion, the mark of a true professional!All of our honorees and guests were motivated and inspired by your thoughtful words. We received many compliments on finding such an enthusiastic speaker! Your contribution enriched the entire experience, for everyone. You are delightful!I started in sales a year ago with no formal training. I took to heart everything you suggested (in your keynote at our conference), made immediate changes in my approach, and it has made a tremendous difference in my career. I landed my largest account to date this morning. Your presentation was insightful and has been exceptionally useful.Thanks so much for all your help and advice on (our program). You definitely made the day of value to us all!The IPPA Sales & Marketing Workshop in Las Vegas was outstanding. The verbal/written feedback we received onsite and afterwards from the attendees was extremely positive and enthusiastic! -
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1. State-of-the-Art Selling Skills (1-2 Day Program)
Topics covered in the classroom:
- How much time should be devoted to business development.
- What to do to maximize the likelihood that new acquaintances like you immediately.
- How best to structure conversations with new prospects.
- How to deal with multiple prospects in sales meetings.
- How to structure conversations when more than one salesperson attends a sales meeting.
- What to listen for in conversations with new prospects.
- How to listen.
- The most powerful questions to ask when you're selling.
- Developing sensitivity to differences between the way men and women communicate in selling situations.
- Understanding the components of trust what it takes for prospects to trust you.
2. State-of-the-Art Closing Skills
Prerequisite: State-of-the Art Selling Skills program.
Topics covered in the classroom:
- How to receive, and how to deal effectively with objections.
- How and when to follow-up, including voicemail protocol.
- How to deal with questions concerning price or fees.
- How to present proposals.
- The four rules of closing
- Fundamentals of effective negotiation.
- How to ask for the business.
3. 120-Day Follow-Up Program
Each participant is asked to submit key data on his or her selling activity every 10 business days. This data is reported in newsletters that arrive every 2 weeks during the 24-week follow-up period. These newsletters:
- Recognize business development successes.
- Remind people what they learned in the workshop and challenge them to use it.
- Expand participants' understanding of what's working now in selling beyond what was covered in the classroom.
- Motivate participants to continue to focus on business development for the next two weeks.
- Biweekly or monthly Selling Stories from class participants show how new learning is being used in real selling situations. Lenann's Sales Coaching helps you learn how to apply the classroom learning. Sharing the Selling Stories plus the Sales Coaching with the entire sales team enables participants to learn from each other's experiences!
- Daily Sales Tips emails provide recent sales research or writings on the topic during this 120-day program, to encourage the forming of new habits and success in reaching out to new prospects, and to clients who have additional business potential.
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Other programs available:
- Videotaped Sales Coaching
- Sales Blitz (a contest for setting appointments with decisionmakers by telephone)
- Networking Skills
- Maximizing your Marketing Effort
- Assertiveness for Women
- Effective Sales Management
- Time and Task Management
- Developing and Managing a Sales Pipeline
- Negotiating Success
- Gender Differences in Communication
- Prospecting Skills
Keynote Speeches
Imagine an update on what’s working now in selling. Set the tone for your conference, change the focus to SELLING this year. In an engaging, high-energy experience that is completely customized to your group, learn the relationship development and sales approaches that are proven to work best in today’s marketplace. Get ready to abandon outdated views of selling and old methods that no longer work. Turbo-charge sales results with ideas that are entertaining, easy-to-understand, and immediately useable.
We now have data about what works in selling. Learn it. Use it. Profit.. Download more about Lenann’s keynote speaking.
Sales Training and Follow-Up Programs
Learn up-to-date selling skills, then be sure you’re using those skills and getting new business! Lenann presents recent sales research about what’s working now in selling, and puts the emphasis on using this research in a variety of professional sales conversations. Then she coaches you as you use those skills in the real world.
Consulting
Having just a few powerful, provocative, short messages – your Positioning – is crucial for successful marketing. Lenann helps you Position your services and/or products as a foundation for a marketing strategy that helps you to exceed your growth goals.
As an Executive Coach, Lenann has helped hundreds of people around the world to achieve success. Why consider having a coach? You may be moving so fast and be so busy that you haven’t been able to focus much beyond your technical field of expertise. Lenann will keep you moving toward your long term goals with quick telephone coaching sessions using a goal-oriented, step-by-step approach to help you get clear about what success will look like. She holds your feet to the fire to be sure you take action on what you said you want, and works with you to achieve results that are above your expectations.
Get a marketing plan in place and get support on advertising, marketing, public relations, and trade show strategies.
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