The Mechanics of Understanding What to Sell When
Recorded on August 8, 2012 (60 minutes)

About the Webinar

(This webinar will provide an overview of the full 7-hour pre-conference workshop being held on Saturday & Sunday October 13-14, at the 2012 Annual Conference. To gain invaluable and in-depth information, plan to attend the workshop in Reno/Lake Tahoe on October.)


For most continuing educators, developing sales skills takes knowledge and practice.  For many colleges, developing their staff stops after giving them solid sales skills.  In order to reach the maximum success, the second critical piece of knowledge is understanding exactly what solutions to sell and when.  Research tells us that 80% of clients' performance issues are not solvable by delivering training solutions.  When a college works hard to establish a solid relationship with a business and they sell the wrong solution there is little room for recovery or a long standing partnership.

 

Our reputation with our clients should always be focused on achieving results, and being able to recommend the right solution for the right problem is paramount.

 

This engaging and practical program will help continuing educators begin to master the mechanics of what solutions to sell when clients reveal a performance gap and how to probe to build a results-oriented relationship.

 

Objectives:

 

•An understanding of human performance improvement.
•A set of tools (worksheets and job aids) to help identity root causes to performance problems by asking clarifying questions.
•An understanding of the types of solutions that can be sold to clients that generate more revenue.
•A structure to classify current and potential clients.
•An action plan to move clients from the transactional stage to a more trusted/valued partner stage yielding a longer term relationship.
•A list of resources to use to help learn more about human performance improvement.


The Speaker
Carolyn McMorran is currently the director of continuing professional education for Valencia College in Orlando, FL.  A former Alabama native, McMorran has spent the last 18 years working in continuing education in the areas of corporate sales, open enrollment program manager, senior performance consultant, and director of the business solutions group. Her clients include Darden Restaurants, CHEP, Bright House Networks, Transportation Security Administration, Siemens, City of Orlando, Orange County Sheriff’s Office, and Gatorland. Carolyn holds a masters degree in communication from the University of Central Florida, a human performance improvement certificate from American Society of Training and Development, is a master trainer for DDI and Achieve Global, certified in crucial conversations, MBTI and DiSC and regularly attends the International Society of Performance Improvement annual conference.

 

Registration Fees
As another membership benefit for NCCET members, this "live" webinar is complimentary. The registration fee for non-members is $49. The On-Demand version of this webinar is just $39 for NCCET members and $49 for non-members.

 

Disclaimer
The views and opinions expressed by presenters are their own and do not necessarily represent those of NCCET. NCCET disclaims any responsibility for the use and application of information presented on this webinar.

 

Carolyn McMorran is currently the director of continuing professional education for Valencia College in Orlando, FL.  A former Alabama native, McMorran has spent the last 18 years working in continuing education in the areas of corporate sales, open enrollment program manager, senior performance consultant, and director of the business solutions group. Her clients include Darden Restaurants, CHEP, Bright House Networks, Transportation Security Administration, Siemens, City of Orlando, Orange County Sheriff’s Office, and Gatorland. Carolyn holds a masters degree in communication from the University of Central Florida, a human performance improvement certificate from American Society of Training and Development, is a master trainer for DDI and Achieve Global, certified in crucial conversations, MBTI and DiSC and regularly attends the International Society of Performance Improvement annual conference.

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