Melissa Whitaker International (MWI) 2018 Training & Events Schedule

January 9th – 11th                MWI Elite Sales Academy (Onsite Client Location)

January 16th                          Assessment Workshop Day (Client)

January 18th                          STAR Event:  “Strategic Networking That Builds Your  Business”Melissa’s Speaking

January 19th                          Sales Coaching (Onsite Client Location)

January 30-Feb. 1st              MWI Elite Sales Academy (Onsite Client Location)

February 9th                          Sales Coaching (Onsite Client Location)

February 12th – 16th           MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

February 19th                       Sales Coaching (Onsite Client Location)

March 8th                              Keynote Sales Talk:  “Silver Bullet:  Close More Deals, Hold More Profit” (Onsite Client Location)

March 12th – 16th                MWI Elite Sales Academy Live Web Based Class (Open Enrollment)        

March 16th                             Sales Coaching (Onsite Client Location) 

March 23rd                              Sales Coaching (Onsite Client Location) 

April 13th                                Sales Coaching (Onsite Client Location) 

April 16th – 20th                    MWI Elite Sales Academy Live Web Based Class (Open Enrollment)

May 8th – 10th                       MWI Elite Sales Academy (Private Closed Group)

May 14th, 15th, 17th, 18th    MWI Inside Sales Academy (Onsite Client Location)

May 16th                                  Sales Coaching (Onsite Client Location)

May 22nd – 23rd                     Melissa is Attending the Rainmaker Conference – Las  Vegas

June 6th – 8th                          MWI Elite Sales Academy (Onsite Client Location)

June 15th                                  Sales Coaching (Onsite Client Location)

June18th – 20th                    MWI Management & Leadership Academy (In Person-Lake Geneva, WI – 2 1/2 days – Open Enrollment)

June 22nd                                 Sales Coaching (Onsite Client Location)

June 28th                                  WISA (Women in Sales Award) – Dallas, TX

July 9th & 11th                        MWI Inside Sales Academy (Onsite Client Location)

July 13th                                   Sales Coaching (Onsite Client Location)

July 16th – 20th                      MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

July 25th – 27th                      Sponsoring& Speaking at Kyocera Midwest Event – Huron, OH

August 15th                            Sales Coaching (Onsite Client Location)

August 16th                            Sales Coaching (Onsite Client Location)

August 27th                            Sales Coaching (Onsite Client Location)

August 28th – 30th                 MWI Elite Sales Academy (Onsite Client Location)

September 12th                    Lunch & Learn MWI & Traction Process (Sponsored by Insperity – Registration Link: rebrand.ly/lunchcandlearn  (RSVP for FREE by September 5th)

September 17th – 21st          MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

October 15th – 17th               MWI Management & Leadership Academy (In Person BellaVista Suites, Lake Geneva, WI- 2 1/2 days – Open Enrollment)

November 12th – 16th           MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

December 10th – 14th            MWI Elite Sales Academy Live Web Based Class (Open Enrollment)      

To Register for a class either call Julianna Swanson at 312.858.0921.

*Also, if you have 6 or more sales people, you qualify for and can schedule, Melissa to come to your facility to do “on-site” training for your team.  6 month and 12 month programs are also available.

** Call about our NEW Customer Service class and workshops as well.

***If you are interested in having Melissa Speak for one of your events, please email us at info@melissawhitakerintl.com.

Do You Have G.R.I.T. in Sales?

GRIT

As a sales professional do you have what it takes?  Do you have G.R.I.T.?  As I continue to travel the Globe, I realize we should be asking this question more often.

GUTS:  This means – personal courage and determination; toughness of character.  We have to be brave and courageous to attack each day with the right mindset and ability to be BOLD.  As I worked with another sales team last week filled with Major Account and Named Account reps, I am reminded once again that no matter what level we are at (new or tenured), we have to make this conscious choice every day.  We will continue to battle frustrations from within our own organization and frustrations with reaching the right decision makers and influencers.  We have to be creative and constantly evolve in changing times.  Just because it is uncomfortable, or “you have always done it another way,” doesn’t mean you don’t have it in you to stretch and see the magic outside of your comfort zone.  We ask our prospects and clients to make a change with us every day.  So why are we so unwilling to change and evolve ourselves?  So we have to ask, do we have the GUTS to strive on?  Do we have the determination to Be Bold in our approach?

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The Proven Social Selling Routine Used by 65,000+ Sales People

Social Selling 3

As we all have seen, there is a BUZZ around Social Selling today.  It isn’t new, it’s just the focus in a heavy way today because just implementing traditional ways of prospecting is NOT working anymore.  One of the BIG things we talk about here at MWI is the importance of using a “Combination Approach.”

This is where we believe using this proven formula of Social Selling + Phone Prospecting (with a strategy) + In the field Prospecting (when applicable by industry) + Email Strategies + Voicemail Techniques = SUCCESS!!!

All of us who have been selling for a lifetime (it seems) and those that are just entering into this exciting career of consulting, know (or soon will) that Sales is not easy.  A career in Sales and to MASTER the Art, takes time, dedication, persistence and CONSTANT learning.  You see “Change” is inevitable.  It is the constant you can count on.  So as Consultants, we have to watch, listen and learn what is working today and what is not working today.  This ebbs and flows.

What that means is what worked for us even 6 months ago, may not work for us today.  What stopped working today may work again in 1 year.  You see, processes that become saturated usually become less effective (example phone calling).  However, as our profession starts to shift heavily into Social Selling since our phones are being screened at a much higher rate today . . .

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Register Now – MWI Elite Sales Academy

Register for the upcoming MWI Elite Sales Academy either August 15-19th or October 17th – 21st .

Human brain jigsaw puzzle with another three multicolor pieces

Here are few comments from this class this year:

“I learned so much around successful,  industry specific, selling strategies that I can’t wait to begin utilizing them.  They say “Knowledge is Power”.  After this training, “Knowledge is Money!”   –  Chris, QualPath, Inc.

“I signed up for this training to make me a better salesman. I can say without a doubt, that will happen!” – Jordan, Data-Line Office Systems

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24 Responses to the Dreaded Sales Objection “It Costs Too Much”

Stack of coins

Have you ever heard from a prospect that your price is too high?

Did you just hear it yesterday?  Last week?  Multiple times a week?

As I work with companies all across the globe, this objection seems to be consistent.  You do realize that buyers go through their own training, and are taught to say that to see if you are willing to drop your drawers, right?  The inexperienced sales professional easily falls for that trick.  The more savvy sales professional will seek to understand what the prospect is exactly looking for – as well as proactively handling this concern by asking key questions that highlight the value, and reason for the higher price (well, that is my hope, that you are doing that).

If you feel like you struggle with this in your every day consulting/selling, then I recommend reading this article I recently came across on HubSpot:  24 Responses to the Dreaded Sales Objection “It Costs Too Much.”  Click “Continue Reading” and select “Read Article”

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When Deals Stall Out

Barrier Roadblocks

Self- Analysis of the Situation:  Questions to Ask Yourself

Did I properly interpret the customer’s buying signs?

  • Did you create value?
  • Have you given the prospect a sense of urgency?
  • Are you giving them space and support through their buying fears?
  • Did I miss-interpret their commitment level?  Was it low commitment or high commitment?
  • Did you connect the dots of their needs to your value correctly?

Tips for Working Through the Stalled Sale:

Follow up with purpose

  • Create a purpose to your follow up.  Don’t just call and say “I’m following up” this creates no value for the prospect.  Continue to create value by offering them some additional information or re-defining an option or ask a question.  A voicemail that states “I’m just following up, give me a call back” can easily be ignored.  However, if you say – “I have more pieces of information that you may be interested in…give me a call back” or I wanted to clarify further a point we were discussing.. each voicemail gives your call a purpose and gives them a call to action.

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Register NOW – MWI Elite Sales Academy!

Register for the upcoming MWI Elite Sales Academy April 18th-22nd.

Human brain jigsaw puzzle with another three multicolor pieces

Here are few comments from this class this year:

“I learned so much around successful,  industry specific, selling strategies that I can’t wait to begin utilizing them.  They say “Knowledge is Power”.  After this training, “Knowledge is Money!”   –  Chris, QualPath, Inc.

“I signed up for this training to make me a better salesman. I can say without a doubt, that will happen!” – Jordan, Data-Line Office Systems

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Voicemail: Strategize for Connection

Voicemails

In sales there has always been a controversy about voicemail. Do you leave one or not? In today’s busy B2B sales market, voicemail gets over-looked as a key sales strategy. Did you know that the average sales representative leaves about 16 hours of voicemail in a month? That is a lot of voicemail! Why then are we not strategizing this important tool more? Use voicemail as a valuable prospecting tool.

Most of the time sales people put little thought into what happens after the BEEP.

“Hi, this Bob with ABC Company. I would love to speak with you. Give me a call back at 555-5555.”

Voicemail is a tool that you have complete control over.  After the BEEP – is your chance to shine!

Here are a few tips to build a strong voicemail strategy:

1.  What results do you desire from the voicemail?  Define the action that you are looking for so that you can create the right call to action.  Are you looking for a call back?  Are you looking to connect online?  Are you looking for them to take your call the next time?  When you define the specific result you desire, then you can craft a proper message. Continue reading

Before the Meeting: Right Impressions

First Impressions 1

As salespeople you know the three second rule – that people are forming opinions about you in the first three seconds of meeting you.  However, in this digital age people are now forming opinions about you before you even meet.  Are you making the right impression before the meeting?

Here are 10 tips to keep you making the right impression:

Online Profile:

  1. Make sure that your online profile especially on LinkedIn is professional.  Executives will research those that they are scheduled to meet with.  They want to know if this person is worth their time.  Keep your online profile up to date.
  2. Restrict your privacy on Facebook and other social sites.  You do not want business associates having access to questionable information about you.
  3. Have someone take a professional photo of you to use on social media for business.  Keeping in mind that you are a brand.  Your image is important.

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THE 11 VITAL STEPS TO ACHIEVING EXTRAORDINARY RESULTS

As we start 2015, everyone is talking about New Year’s Resolutions and setting goals.  The fact of the matter is that most people don’t have a good system for setting goals that materialize into results.  When people ask me what my formula for success is, I explain to them that throughout my life I have followed these 11 vital steps that are wildly successful in accomplishing and realizing the life that you want.

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