While there are some standard approaches to home performance sales force structures, it often seems like there are as many schemes as there are contractors: some effective, some not so effective. In this webinar, we will discuss some of the most frequent sales management questions, including salesperson compensation, sales performance, how the sales force determines prices, sales management and coaching, and effective sales meetings.

Participants will:

• Learn common sales compensation approaches that work.
• Discuss sales pricing roles and responsibilities that include accountability and scalability.
• Understand the importance of sales meetings and basic elements of an effective meeting.

Mike Rogers, OmStout Consulting
Earn Up to 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

In-home selling is different. In the unique world of in-home selling, you are not calling on a business where, since the decision makers are at work, they are expected to make business and financial decisions. You are entering your customers personal and private space, where decision making can be more fluid and different rules apply.

In this session you will learn why traditional sales tactics just don’t work anymore and leave with practical, actionable ideas that if put to use will help shorten your sales cycle and increase your closing ratio - all while setting yourself apart from the competition. This session is not to miss for business owners, sales managers, and selling professionals.

Lauren Valentine, Sandler Training
Earn up to 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.
 

Let's talk about how your clients make decisions. What information do they need to make a decision? What is the most efficient way to present this information to them so that they realize and remember the importance of what we do as well as the step by step process needed to do the job correctly?

Mike personally hates the "sales process." However, he does enjoy buying from a source who can inform him of all the things he needs to know before making a decision. Mike strives to make intelligent choices and believes many of your prospects do as well.

Do your prospects and clients see you as a wizard? If not, Mike can propose a solution. Wizards make more money.

During this webinar, you'll learn to:

1. Use technology in business operation and management
2. Understand the decision-making process of your prospect
3. Produce loyal and satisfied customers
4. Program the client for referrals
5. Understand consultative sales

Mike Gorman, TechKnowledge Systems
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

The fuel of superior performance is an undying pursuit of excellence. An organization that can outperform its competitors over a long period of time has sustainable competitive advantage. In this webinar, we will discuss the two basic types of competitive superiority, the cost (not price) advantage, and differentiation advantage. We will look at implementation strategies and tools we can use to achieve superior performance. Don't miss this informative webinar.

What you'll learn from this webinar:
1. Internal steps towards superior performance
2. How cost advantage ensures increased profit
3. How to develop a differentiation strategy in a competitive market

John Tooley, Advanced Energy
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.