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Talking about the Competition

Overview/Description Gaining knowledge and insight about your competitors is essential in helping you differentiate your solution. But knowledge is not enough. You have to be able to communicate that knowledge skillfully in the sales conversation. This Business Impact explores tactics for communicating effectively about the competition. Target Audience Experienced sales professionals who wish to improve their skills at communicating about competitors during sales conversations Expected Duration (hours) 0.1 Lesson ObjectivesTalking about the Competition

Talking Value with Your Customers

Overview/Description You know that your solution is the best option for your client, but they might not know it – yet. This Business Impact Series product explores how to win a client over by capitalizing on shared values. Target Audience Sales professionals interested in improving their ability to use business insights about their own company to sell more effectively to customers Expected Duration (hours) 0.1 Lesson ObjectivesTalking Value with Your Customers

The Angry Caller: What’s Your Plan?

Overview/Description Dealing with angry callers is something every customer service representative and salesperson will face at one time or another. This Business Impact explores a four-step approach for making encounters with irate customers a productive experience. Target Audience Any individuals interested in building skills for communicating with customers. Expected Duration (hours) 0.1 Lesson ObjectivesThe Angry Caller: What's Your Plan?

The Art of Effective Coaching

Overview/Description Successful organizations employ coaching as a means to improve performance. This impact explores the five steps of effective coaching. Target Audience Any individuals interested in building their coaching skills. Expected Duration (hours) 0.1 Lesson ObjectivesThe Art of Effective Coaching

The Ethics of Gift Giving

Overview/Description For a sales organization, giving gifts to clients helps strengthen business relationships. But gift giving can create ethical dilemmas if not handled properly. This Business Impact explores the ethical considerations of gift giving. Expected Duration (hours) 0.1 Lesson ObjectivesThe Ethics of Gift Giving

The Etiquette of Cross-cultural Gift Giving

Overview/Description Despite the seeming familiarity of the global community we live in, there are still strong cultural identities that need to be recognized. This Business Impact explores how sales professionals who deal with foreign clients must be culturally savvy when giving gifts. Expected Duration (hours) 0.1 Lesson ObjectivesThe Etiquette of Cross-cultural Gift Giving

The Importance of Flexibility in the Workplace

Overview/Description Change happens rapidly in business. As a result, employees must be flexible, adaptive, and ready for new things. This Business Impact examines how employees can develop these traits. Expected Duration (hours) 0.1 Lesson ObjectivesThe Importance of Flexibility in the Workplace

The Time Value of Money: Possible Pitfalls

Overview/Description The time value of money is a fundamental financial principal. It can be used to assess the worth of an investment, calculate the risks and benefits of debt, and determine projected savings needed to reach a financial goal. This Business Impact explores three common pitfalls that should be avoided when assessing the true time value of money. Target Audience Anyone with an interest in basic finance and accounting concepts Expected Duration (hours) 0.1 Lesson ObjectivesThe Time Value of Money: Possible Pitfalls

Trade Show Marketing – Planning Ahead

Overview/Description Trade shows are great opportunities for salespeople. This Business Impact examines the importance of preparing for shows ahead of time. Expected Duration (hours) 0.1 Lesson ObjectivesTrade Show Marketing - Planning Ahead

Turning Problems Around with Reverse Brainstorming

Overview/Description This Business Impact explores the technique of reverse brainstorming - a process that helps teams to think obliquely and explore problems in an unconventional manner. Expected Duration (hours) 0.1 Lesson ObjectivesTurning Problems Around with Reverse Brainstorming

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