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Building My Business Webinar Series
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BTA's 'Building My Business' Webinar Series

Designed to help dealers improve the management of their companies,
take full advantage of market opportunities and, ultimately, improve the bottom line.

Length: One hour
Cost: Free to BTA members

Click here to view past webinar PowerPoint presentations.

The following webinars have been scheduled:

July 2015
Selling Strategies in the Internet Era
4 p.m. Eastern, Thursday, July 16

Presented by Richard Farrell, president, Tangent Knowledge Systems

Today, customers buy differently than in the past. In fact, changing buying habits and the Internet have changed everything. Regardless, there is little to no difference in the way many of your competitors position themselves; they essentially claim the same competitive advantages. That is, they often look and sound the same to prospective customers. In this webinar, you will learn strategies for ensuring that you truly stand out from the crowd, gaining the attention you need in order to thrive in today's changing marketplace. You will learn: how to best communicate your value proposition from the position of the problems you can solve for your prospective customers; how to get more decision makers on the phone and, ultimately, interested in setting up meetings with you; and how to describe the hypothetical problems that your prospect will need to acknowledge in order to be interested in what your dealership has to offer.

Farrell is president of Tangent Knowledge Systems, a Chicago sales training company. He cut his teeth in sales early in his career with Savin in a four-square block territory in the loop in downtown Chicago. He learned that "if you can sell copiers, you can sell anything." Ferrell's delivery is fluff-free, content rich, "PowerPointless," fast-paced and extremely interactive. He has presented at more than 500 association meetings. Farrell has expertise with small companies and their most challenging sales issues: differentiation; leaving too much money on the table; commoditization; qualifying new accounts; relationship and strategic selling; long selling cycles; poor sales accountability; subpar pipeline management; and overall increasing cost of sales.

Click here to register for the July webinar.

August 2015
Proactive Prospecting — Turning an Interruption Into a Sales Conversation
4 p.m. Eastern, Thursday, Aug. 20

Presented by Tibor Shanto, principal, Renbor Sales Solutions

If you are in sales, you are also in prospecting. Getting in front of the right buyer is the single most crucial element in sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team members. You will learn why looking for need and pain will limit prospecting success, and what you have to introduce into the call if you are going to overcome apathy and complacency in buyers. You will also learn how to deal with the most common objections you will face while prospecting.

Shanto has been a sales leader for more than 25 years. As a trainer, speaker and co-author of an award-winning book, he has helped hundreds of companies measurably improve their revenue success. Tibor was ranked eighth on the list of The Top 30 Social Salespeople In The World, as presented on He received the Gold Medal Top Sales & Marketing Blog award, and was named OpenView's Top 25 Sales Influencers and Top Sales' Top 50 Sales & Marketing Influencers for 2013, 2014 and 2015.

Click here to register for the August webinar.

Approximately one week prior to the webinar, pre-registrants will receive an email providing them with the steps to complete their registration with BTA's webinar service provider, GoToWebinar. This will provide an Internet link for the webinar and the appropriate phone number to call. The only expense to the BTA member participant will be telephone charges based on the participant's long distance plan. If you use VoIP, there is no charge.

Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.
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