BEGIN:VCALENDAR METHOD:PUBLISH PRODID:Ball State University Calendar - event reminder VERSION:2.0 BEGIN:VTIMEZONE TZID:US-Eastern BEGIN:STANDARD DTSTART:19671029T020000 RRULE:FREQ=YEARLY;WKST=MO;INTERVAL=1;BYMONTH=11;BYDAY=1SU TZOFFSETFROM:-0400 TZOFFSETTO:-0500 TZNAME:EST END:STANDARD BEGIN:DAYLIGHT DTSTART:19870405T020000 RRULE:FREQ=YEARLY;WKST=MO;INTERVAL=1;BYMONTH=3;BYDAY=2SU TZOFFSETFROM:-0500 TZOFFSETTO:-0400 TZNAME:EDT END:DAYLIGHT END:VTIMEZONE BEGIN:VEVENT PRIORITY:5 CLASS:PUBLIC STATUS:CONFIRMED TRANSP:OPAQUE SEQUENCE:0 UID:BallStateCalendar DTSTAMP;TZID=US-Eastern:20130523T042639 CREATED;TZID=US-Eastern:20130523T042639 LAST-MODIFIED;TZID=US-Eastern:20130523T042639 DTSTART;TZID=US-Eastern:20121017T140000 DTEND;TZID=US-Eastern:20121017T151500 SUMMARY;ENCODING=QUOTED-PRINTABLE:Relationship Selling: The Key to Excelling in a Competitive Environment DESCRIPTION:The lifeline of today’s organization is repeat business. Professional salespeople must build long-term relationships and grow a customer over time. Long-term relationships are more profitable and replacing lost customers is an arduous task.\n\n\n\nUnderstanding why buyers buy and what buyers are looking for in a salesperson are critical to a salesperson’s success. Creating authentic dialogue with the buyer should be the goal of every sales call.\n\n\n\nIn this webinar, you will learn specific strategies for developing long-term relationships with your prospects and clients. The program will examine the following topics: \n\n\n\n Why salespeople want to crete relationships\n\n The five stages of the relationship ladder\n\n Types of relationships\n\n The six relationship builders\n\n What buyers look for in salespeople\n\n Why buyers buy\n\n Why no second meeting\n\n Six silent questions...Thought, but seldom spoken\n\n How using authentic dialogue will leave a lasting impresion on your buyer\n\n The top ten attributes of a successful salesperson \n\n X-ALT-DESC;FMTTYPE=text/html:\n\n\n\n\n\nThe lifeline of today’s organization is repeat business. Professional salespeople must build long-term relationships and grow a customer over time. Long-term relationships are more profitable and replacing lost customers is an arduous task.\n\n\n\nUnderstanding why buyers buy and what buyers are looking for in a salesperson are critical to a salesperson’s success. Creating authentic dialogue with the buyer should be the goal of every sales call.\n\n\n\nIn this webinar, you will learn specific strategies for developing long-term relationships with your prospects and clients. The program will examine the following topics: \n\n\n\n Why salespeople want to crete relationships\n\n The five stages of the relationship ladder\n\n Types of relationships\n\n The six relationship builders\n\n What buyers look for in salespeople\n\n Why buyers buy\n\n Why no second meeting\n\n Six silent questions...Thought, but seldom spoken\n\n How using authentic dialogue will leave a lasting impresion on your buyer\n\n The top ten attributes of a successful salesperson \n\n\n\n LOCATION;ENCODING=QUOTED-PRINTABLE:Webinar BEGIN:VALARM TRIGGER;RELATED=START:-PT00H15M00S ACTION:DISPLAY DESCRIPTION:REMINDER END:VALARM END:VEVENT END:VCALENDAR