What It's About:
The Harvard Business School refers to a phenomenon in small business called "resource poverty" or the simple fact that small business owners wear dozens of hats and have limited time and resources. Working in this setting, time is among the most valuable and limited. As such, successful business owners need to focus their time and energy on "high-impact activities" such as correctly qualifying the right clientele. This program will share the critical information you need, along with the eight questions to ask a potential customer over the phone, so that you don't waste valuable time on an onsite sales call with an unqualified prospect.
David Lupberger will also be presenting two IBS Education sessions: Selling Your Why: Clearly Communicating the Reasons Potential Clients Should Hire You and Organizing for Success: 5 Steps to Implement Standard Operating Procedures.