May 29, 2009

2:00 pm CDT (3:00 pm EDT)
CFA AccuConference Web/Teleconference System

Cost: $50 per connection to active CFA Members

What happens when you talk about your product too soon in the sales call? You decrease the probability that your customer will buy. Successful salespeople have the ability to know what to ask their customers in a way that produces valuable selling information. They function as sales consultants by knowing how to analyze the needs of their customers before they present their products or services as the best solution. Consultative Selling is the process that gives you the skills to gather information that helps you to sell.

You will avoid getting customer objections when you develop an effective selling strategy. You will learn the process to uncover your prospects' or customers' needs and buying strategy. You will learn to present your product or service so that your customer wants to buy.

About the Presenter

Maura Schreier-Fleming is president of Best@Selling. She works with business and sales professionals who want to sell more and be more productive at work. She is the author of Real-World Selling for Out-of-this-World Results, Sales Quotes and writes several business columns including "Customer Connections" for the Dallas, Austin and Houston Business Journals. She writes the Real Deal: Success for Women in Business blog for Allbusiness.com.

Maura is an expert advisor for AskPatty.com, the leading website for women car shoppers. She’s been quoted in the New York Times, Selling Power and entrepreneur. Her clients include UPS, Fujitsu, the Houston Texans, Fannie Mae, Conoco and Chevron. She was Mobil Oil’s first female lubrication engineer in the U.S.

Maura has her M. S. from Georgia Institute of Technology and a B.S. from Cornell University.