Another original workshop to dramatically improve business results from "One of the most highly respected independent consultants in America..." (New York Post)
by Alan Weiss

In this full-day, totally interactive session, learn how to become a more confident, self-assured, and articulate professional in a prospect's own environment. Alan has articulated three very subtle yet powerful techniques he uses to gain complete mastery of an environment and thereby establish his famous sequence of influencers:

November 19, 2004
Boston, MA
9:00AM to 4:00PM

Hilton Back Bay Hotel, Boston, MA
For reservations call (617) 236-1100 and mention this conference.
http://www.bostonbackbay.hilton.com

A limited number of rooms are available at favorable rates. Mention Summit Consulting Group, Inc. Dozens of other hotels are in the immediate area.

1. Familiarize
   • understanding the environment
   • creating comfortable reference points
   • preparing for contingencies
2. Visualize
   • anticipate the behaviors and conversation
   • identify the obstacles and resistance
   • prepare conversational yet powerful responses
3. Frame
   • create specific needs out of ambiguity
   • establish powerful outcomes and ROI
   • collapse the entire sales process and lower costs of acquisition

Alan Weiss, Ph.D. has written 23 books distributed by 8 different publishers appearing in 6 languages. He has authored over 600 articles and columns which have appeared all over the world in both electronic and conventional formats. His mentor program has accommodated nearly 500 people to date. He has coached thousands.

This single day could: change the way you conduct business, reduce your closing time, reduce your stress levels, remove feelings of failure and inadequacy, gain credibility with key decision makers, and better leap tall buildings in a single bound!

The agenda will include work in these areas:

• Familiarization exercises to alleviate problems of "foreign turf."
• Preparing the right resources based on the surroundings.
• Role-play of actual physical and mental relationships with the prospect.
• Anticipating most likely responses and preparing dynamic retorts.
• Avoiding surprises.
• Understanding what even a stranger might want to hear.
• Getting the prospect to say, "We've never looked at it that way before."
• Moving quickly from general to specific, and vague "want" to urgent "need."
• Providing your own context for the prospect with credibility and speed.

Alan's workshops are dynamic, highly entertaining, but above all packed with pragmatic techniques which participants can immediately employ. It's not unusual for someone to leave the meeting, call the office to place a key proposal on "hold," and then return to find out how to do it right!

Individualized Feedback!

Pre-session:
Participants are encouraged to submit a cassette tape of their sales language, with another person, on the phone, rehearsed-it doesn't matter. Give it your best shot.

During the session:
Participants will receive extensive role-play and role-reversal opportunity, and we welcome your recording of the session in whole or in part, to capture the language employed.

Post-session:
Participants can submit material for critique for up to 30 days following the workshop for individualized fine-tuning.

Here are what others have said about Alan's workshops, books, mentoring, and advice:

Why Should YOU Invest in this Program?

I'm glad you asked! Consider these reasons:

1. These are skills integral to the toughest aspect of the sale for most professional services providers: moving the prospect to "yes."
2. Even if you're already quite adept, no one is currently batting a thousand.
3. You make no capital investment. These are tough but inexpensive skills: mental discipline and practice.
4. Not only is the acceptance decision often begun in initial meetings, but so is the eventual scope of the work.
5. You only have one first impression. Why leave it to chance?
6. You will enhance your self-confidence across-the-board, not only in initial prospect meetings.
7. You will retain these skills forever, no less than riding a bike or sculpting in bronze, because the more you use the skills every day, the more they become ingrained.
8. You will have a fabulous time, in one of Alan's typically dynamic, entertaining, and unique sessions.
9. You can't afford to miss it, because Alan has not yet repeated one of his prior workshops, and it may well be two years before this one is conducted again. Can you afford to spend two more years without improving your client acquisition rate?
10. You will meet and form bonds with some fascinating people who will add to your network and ongoing learning.

Register! Begin 2005 Moving the Prospect to "Yes"!

Click Here to Register

Investment:

$795 until 9/30/04

$895 10/1/04 to 10/31/04

$995 after 10/31/04

Mentor Program Members and SAC Members receive a 50% discount

Cancellation policy: Full refund 31 days or more in advance. Full credit to future workshop, teleconferences, or products within 30 days of workshop.

Please send your cassette to Box 1009, East Greenwich, RI 02818. All pre-session work must be received at least 10 days prior to the session for feedback at the session.

*Note that membership in the Society for Advancement of Consulting is only between $300 and $400 annually, depending on your status. If you joined SAC you'd become a member AND immediately receive a 50% discount on this course, virtually paying for your entire membership! For details and an application, go to http://www.consultingsociety.com. If you prefer to use our secure phone line, you may leave the information 24 hours a day, 7 days a week at: 401/884-2778.