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“Selling has Nothing to Do with Selling!”
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“Selling has Nothing to Do with Selling!”

When: Wednesday, February 1, 2012
From 2:00 PM until 3:30 PM EST
Where: IMC USA Academy Webinar
Contact: Sarah Rodda

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"Selling has Nothing to
Do with Selling!”

By Rick Farrell

This course contributes to the requirements for CMC certification with the
Core Competency focus area of Managing Client Relationships, Advanced Level

$29 for IMC USA Members, $79 for non-Members

Debunk time-honored strategies
Expose obscene costs of sales

A non-traditional, contrarian, wake-up call on how to sell, strategize and position your company to meet the harsh realities of the information economy and the challenging economic climate of today’s marketplace

Fluff-free and content rich
Fast paced, extremely interactive
Authentic, self-deprecating, entertaining delivery
Real world with a problem-solution orientation
Be respectfully challenged and to think outside the box

This course provides strategies, answers, and thought-provoking discussion on the following universal sales challenges:
  1. How to meet the twin evil forces that all companies today are faced with; tough economic times and dragging their sales force into the 21st Century.
  2. Sub-par management accountability of salespeople and strategy execution, creating a culture of mediocrity.
  3. Why sales organizations have sales strategies that are designed to differentiate themselves and provide a competitive advantage and how it actually creates the exact opposite affect.
  4. Why the information economy has changed everything as to how companies recruit, develop salespeople, sell, "message,” position themselves, build trusting relationships and qualify opportunities.
  5. Sales management’s lack of a defined systematic sales process, resulting in poor pipeline management and unpredictable forecasting.
  6. Salespeople selling in a transactional manner instead of strategically, causing higher cost of sales, poor margins and bad deals.Long sales cycles  prompted by wasteful quoting, proposing and squandering of company resources.
Attendees will learn:
  • How the feature/benefit style of selling will marginalize your selling position and reduce you to a commodity.
  • Why the mandate of sales people is to play the role of a neutral "change agent” and help  clients independently discover on their own if they have a compelling reason to change and what the cost of change represents to them.
  • Why selling is no longer just "what are your requirements/application needs and how can we meet them?”  Now it is "what is your company’s vision/mission, your critical success factors and what is preventing you from achieving them?”
  • Why the value of product knowledge is being diminished in today’s marketplace and being superceded by industry knowledge, the intricacies of your customer’s business and knowledge of your customer’s clients.  Building a product superiority justification is being replaced by building a sound business case and a ROI analysis.Why traditional skill sets in persuading and convincing are far less important in today’s marketplace.  What truly differentiates one company from another is their ability to be a business resource, a strategic advisor, an objective partner and a business strategist.
  • Why your value propositions and your added-value are now valueless in today’s competitive marketplace.
  • Why sales managers may be unwittingly sabotaging the company’s sales effort.
  • Why sales people should adopt a "non-selling posture”.  The goal of their sales call is to have prospects sell them as opposed to putting all their effort into selling prospects.

Richard P. Farrell is President of Tangent Knowledge Systems. Having been responsible for sales and business development for nearly 25 years, Richard brings a tremendous depth of experience and results to his audiences. His passionate, provocative and interactive style encourages audience participation, learning, and improvement while providing practical, usable "time tested” information. Richard stresses a non-selling posture that allows the sales person to play the role of a "change agent” rather than a product-centric transactional sales person.

He has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In working with his clients Richard has helped identify performance gaps and provided sales plans to help track, measure and execute objectives to increase the company’s bottom line.

Today in his role of President of Tangent Knowledge Systems, Richard continues to actively sell, prospect and manage client relationships in addition to the high performance training and development programs he personally conducts.

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