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Webinars
ISFA hosts webinars and workshops on a regular basis that create educational opportunities for our membership. The content is curated to meet the needs of today's professionals across a wide array of topics including sales, marketing, business development, fabrication techniques and best practices, tooling, software and technology, and more. Led by industry experts and thought leaders, these webinars are designed to help fabricators and professionals learn valuable insights, new techniques and other information that helps them excel in their businesses.
In addition to webinars, ISFA offers workshops which are short, discussion-based, interactive sessions among those in the industry. Get your questions answered and dive deeper into webinar topics by attending our expert-led workshops.
HERE'S WHAT'S COMING UP NEXT
Do you need to train your salespeople in the art of selling specifically for the surface fabrication business? Are you struggling to find the time to provide the comprehensive training necessary to develop your team's skills? Join Justin Shaw from Stone Fabricator Elite for this eight-part webinar series that can help you navigate the sales process more efficiently, engage better with potential customers and close more deals.
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October 4, 2023
2 p.m. ET
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Part Six: Selling Identity Transformation vs. Countertops
In this edition of our sales clinic, you will learn a retail sales strategy that will help you close deals more easily and avoid competing on price!
You will learn:
- Why using this method gives you an advantage
- How to tap into your prospect's true desire
- How to avoid competing on price
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November 1, 2023
2 p.m. ET
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Part Seven: 3-Step Framework to Close Deals More Quickly & Easily
Join this sales clinic session and learn a framework to close deals more quickly.
We’ll also share tools to help you:
- Get contracts and documents signed faster
- And deposits captured
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December 6, 2023
2 p.m. ET
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Part Eight: Creating Raving Fans & Loyal Customers with Gratitude Campaigns
In the final session of our sales clinic, we will share the concept of gratitude campaigns and how they can be used to cultivate loyal customers and raving fans.
You’ll learn:
- What are gratitude campaigns and why they matter
- How to create a gratitude campaign that resonates with your customers
- Examples of gratitude campaigns from top fabricators
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Missed a previous webinar in this series?
Click below to watch a previous episode in the Sales Rep Clinic series.
| April 5, 2023 |
Part One: The Five-Step Sales Process Your Shop Needs
With this training, you will learn how to navigate the sales process more efficiently, engage with potential customers, and close more deals.
You’ll also learn how to:
- Qualify prospects quickly
- Lead and guide the sale
- Create the criteria to close
- Present price/quotes effectively
- Stand firm on price and close on value
- Expedite getting contracts signed and deposits
- Apply the method to both B2C/B2B sales
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| May 3, 2023 |
Part Two: High-Performance Daily Sales Routine
Statistically, salespeople spend as little as 20% of their time actually selling. Take control of your day and improve your sales performance.
In this sales clinic, we will breakdown a simple daily sales routine that includes:
- Daily Open & Close
- Task Checklist
- Time Blocking
- Sales Sprints
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| June 7, 2023 |
Part Three: 3 Tips For Presenting Price & Sending Quotes
In this sales clinic, we will share three valuable tips for effectively presenting prices and sending quotes to achieve higher win rate and receive less push back on price.
We will cover:
- How to anchor price with value
- Avoid presenting price in a vacuum
- Sending quotes through an automated sequence
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| August 2, 2023 |
Part Four: Improve These 3 Things To Transform Your Sales
To close deals more quickly and easily, concentrate on elevating your game in these three essential areas:
- Response time
- Disqualify early
- Follow up and nurturing
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September 6, 2023
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Part Five: The Right Way To Do Discovery in Your Sales Process
Learn why the discovery stage of the sales process is the key to laying the foundation for an easier close.
- Quickly qualify/disqualify
- Identify ideal outcome
- Establish competitive advantage
- Make an agreement
- Create your criteria to close
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Looking for more fabricator-focused webinars?
Check out ISFA's Webinar Library for member-exclusive content! From sales to marketing to employee onboarding, ISFA's Webinar Library is full of helpful insights from experts you can trust.
KEEP LEARNING WITH ISFA!
ISFA's Behind the Surface podcast is a great way to stay updated on best practices in all facets of business, new material announcements, industry forecasts and more.
Check out the workshop library to watch previously-recorded interactive strategy discussions and business development courses.
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