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How to Cold Call IT Management,
Create Value, and Set Up More Appointments

Value Forward Selling has been taught in over ninety countries worldwide and is based on real world experiences. It is designed to teach account executives how to sell commodity-based products and services to senior management executives of Fortune 1000 companies and presidents of small firms.

This is not a generic sales course, but a proven tactical methodology on how to find, present and close deals with decision makers.

Each teleseminar has limited enrollment, so all students can interact directly with Paul DiModica, the course author. This course can also be scheduled as a private teleseminar for your sales team.

Many of our students have been exposed to traditional sales methods and teaching programs but have found that their approach was too generic and did not work when they tried to sell senior management executives of Fortune 1000 companies and presidents of small firms. Value Forward Selling is very specific and ONLY designed for people like you.

Agenda

• Why should a senior executive talk with you and how to create value over the phone
• Finding clients and penetrating their no-talk zone
• Developing your sales value proposition that puts your business value in front of you
• Management telemarketing do's and don'ts that most salespeople don't know
• 9 steps to build tactical telemarketing scripts that work with management
• How to manage gatekeepers
• OK you got through - Now what do you say?
• How to set up your first in-person appointment, qualify the prospect and prove to them that you are an industry specialist
• How to create executive language so prospects see you as a peer instead of a vendor
• The three business drivers that force management to buy and how to use them as selling tools

Deadline to sign up for teleseminars is one hour prior to the teleseminar. If a teleseminar sells out, we will reflect "SOLD OUT" next to the registration link indicating there are no additional seats available.

Dial-up information and the download link for the workbook will be sent to participants 12 hours prior to the teleseminar. Reminders will be sent to participants 1 hour before the teleseminar begins.

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Each teleseminar has limited enrollment to allow interaction with the presenter. Prior to the lecture, each registrant receives an outline/workbook and can interact with the presenter by email during the discussion. This teleseminar is a lecture only via conference call. There will be no online presentation.

Time Zone Conversion:

• EST 12:00 noon - 2:00 pm
• CST 11:00 am - 1:00 pm
• MST 10:00 am - 12:00 noon
• PST 9:00 am - 11:00 am
• London 5:00 pm – 7:00 pm

If your time is not listed, please visit http://www.timezoneconverter.com to determine your local time and use US/Eastern as the "From Time Zone."

Note: The conference number is not toll-free. Participants will incur long distance telephone charges. The average long distance charge is about .07/minute. That would calculate to about $6.30 for the long distance charge. Fees vary. Please check with your provider for your rate.

Materials: Dial-up information will be forwarded to registrants approximately one day prior to the teleseminar along with the workbook.

Teleseminar Cancellations and Substitutions: Cancellations are subject to the entire teleseminar fee. Notices of cancellation received prior to the teleseminar are entitled to receive a credit towards a future teleseminar. Credits expire 1 year from the original teleseminar date and may only be used to reschedule one time. Please note that if you don't cancel and don't attend, you are still responsible for payment and are not entitled to future credit. Substitutions may be made at any time prior to the teleseminar and Value Forward Group must be notified of such substitutions by email from the original registrant.