IAEE Specialty Webinar Series on Sales Strategies and Solutions, PART 2 - Selling Smart Against Your Competition: Sales Negotiation Solutions That Work

Recorded On: 05/17/2023

Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Specialty Webinar Series titled, Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

IAEE Specialty Webinar Series on Sales Strategies and Solutions, PART 2 - Selling Smart Against Your Competition: Sales Negotiation Solutions That Work

Learning Objectives:

  • Learn the importance of Alliance Partners and bringing resources together in the sales process.
  • Look at the sales process from the customers’ eyes: How do they see it? What do they want/need/expect? WIIFM? What are their pet peeves? What could derail the sale?
  • Differentiate between Consultative Selling vs. Commodity Selling: The lost art of being a trusted advisor rather than an order-taker. 
  • Build your listening skills, ask the right questions, and overcome objections.

This webinar is Part 2 of a series of 3 specialty webinars relevant to sales professionals who want to learn more about strengthening and conditioning their sales skills and performance.

This course is offered as an individual webinar (Members $35 | Non-Members $55) or you can purchase the full series of three webinars at a discounted rate (Members $99 | Non-Members $149).

To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

Gary Hernbroth

Founder & Chief Motivation Officer

Training for Winners

Gary Hernbroth is an inspiring and transformative professional speaker, trainer, and business coach, infusing a sense of fun and action into his motivational approach with his clients for over 26 years.

Gary’s clients have tabbed him as their "strength and conditioning coach" to describe his impact on their respective organizations, their sales efforts and overall team performance. They hire Gary because he invigorates people and helps them kick up their games. 

His positive impact is felt by many, illustrated by the fact that he was recently selected by Connect Meetings as one of the “Top 15 over 50 Professionals in the Meetings Industry." 

Sparked by the spirit of hospitality after 17 successful and colorful years in the luxury hospitality business in sales and operations leadership roles, Gary founded Training for Winners in 1995. He quickly built his national reputation as a straight-talking coach who impacts organizations of all sizes and types across many diverse industries.

His A-list of clients includes associations, companies, hospitality firms, high-tech, public sector, clubs, universities, convention facilities and wineries, to name a few. Brands such as The PGA TOUR, Disney, Genentech, Marriott, MPI and PCMA have called on Gary to help them find that extra gear. He is a tireless champion in the industry for finding ways to help buyers, sellers and teams work together better.



IAEE Specialty Sales Webinar - 05.17.23
Recorded 05/17/2023  |  60 minutes
Recorded 05/17/2023  |  60 minutes Part 2 in a series of 3 - Content for sales professionals which includes the importance of Alliance Partners and bringing resources together in the sales process to work together, looking at the sales process through the eyes of your customers, understanding their personas and needs, as well as learning the differences between consultative selling vs commodity selling.