How To Qualify Your Prospects - presented by Gil Cargill

Several decades ago, there was a popular jazz song entitled "Is You Is or Is You Ain't My Baby?" This song's theme of questioning the validity of a relationship is exactly what Gil Cargill will talk about during this exciting and innovative presentation. Gil will show you how to determine if your prospect is a quality prospect, and if they will you become a quality customer of mine.

All sales hinge around the fact that each of your customers has an agenda. If you fail to understand their agenda, you will waste an incredible amount of your precious and nonrenewable selling time pursuing opportunities that can't buy, won't buy or, worse, shouldn't buy! Save your time, save your energy and stop singing the blues by qualifying your prospects based on the agendas operating within their environment.

Each individual within the decision-making team has a personal agenda. They also have a view of the corporate agenda as well as a view of their group or departmental agenda. Failure to recognize the various agendas of the decision-makers (and sometimes they are in conflict) is the number one reason for salespeople to engage in a practice that Gil has nicknamed "selling to the dead."

Description:

Learn how to qualify and your sales will be more profitable, you will increase your closing ratio, and you will have more time to spend with your customers and qualified prospects. Don't miss this exciting, dynamic and interactive teleseminar.

Attend this program and learn:

• If your “prospect” is only gathering information to fulfill their agenda
• To determine if your prospect has the means to acquire your goods or services
• If your prospect is a good fit for your company
• The questions to determine if you have a qualified prospect
• And much more . . .

About Your Trainer:

After concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill's outstanding sales results at IBM.

Gil Cargill has spent the past 27 years as a consultant, speaker and sales trainer helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance. Cargill has been a frequent speaker at national conventions and consultant to such organizations as Toshiba, ComputerLand, Micro Age, Apple Computers, Borg Warner Weyerhaeuser, and many thousands of small-to-medium, growing businesses.

In 1996, Sales & Marketing Management magazine named Gil Cargill one of the "Top Six Speakers in the Country", and Successful Meetings magazine listed him as one of the "Hot 25 Speakers to Watch For" and one of the top sales trainers in the country. Cargill has received numerous other awards/recognition and is frequently quoted in leading sales and management publications.

Twenty-seven years of success in both sales consulting and sales training is proof that Cargill's style of delivering information and defining proven sales processes has helped his audiences understand that there are better, more profitable ways to perform their sales tasks.

Cargill Consulting Group, Inc. was founded in 1978. Since then, we have helped more than 5,000 business-to-business sales forces become more successful. We know the problem with most sales organizations has less to do with the skills and motivation of the team than it has to do with the process. Therefore, we concentrate on teaching sales managers across diverse industries the importance of developing sales processes, the advantages of implementing new technology, and the benefits of tracking sales performance.

Cargill Consulting Group can be your direct path to sales management excellence, a thriving sales organization, and a booming bottom line. It will be your competitive advantage.

Testimonials:

Here are what past customer's are saying about Gil Cargill's seminars:

"The best thing was the amount of information packed into this four hour seminar, I was almost on the edge of my seat the whole time. I really learned that the process is really more important than the people"

George Bralla- President, Mice Display Works 

"My business is just not growing fast enough and it's clear that the series of systems that Gil presented today could give me predictability and there was a tremendous amount that I realized was slipping through the cracks that'll be saved by the systems he presents"

Barry Carlin- CEO, Injury Prevention

"It [the seminar] was clear and direct and anyone looking to build their sales department would benefit from his techniques"

Evan Goldschlag- CEO, VideoCam Inc.