We are beyond excited that our first webinar of 2010 will be Ford Harding (That’s right, the author of Rain Making) presenting his world renown seminar “Getting It”! Ford will be joined by Mimi Spangler as they explore what “it” is that allows some professionals to succeed at brining new work in the door. For this first webinar of 2010 we are also excited to announce that 100% of the net proceeds are going to benefit food pantries that have experienced a shortage due to recent increased demand.

All of the attendees will be mailed a copy of Ford's book Rain Making! If you want to make certain you receive it prior to the webinar just sign-up by January 18th.

Webinar Description

Few people become architects, engineers, builders, or designers because they have a passion to sell.  They may have chosen their careers, in part, because they thought it would keep them away from selling.  A small number of your people are naturally motivated to make rain and another fraction may never be.  The majority harbor doubts about whether selling is honorable, desirable and achievable.  Overcome these doubts and the teaching of sales skills and processes becomes relatively easy.  But if you don’t address them, they sap your people’s interest and persistence like a parasite.   

In this presentation, Ford and Mimi will describe what they have learned about motivating professionals to sell in  their combined 50 years as professionals, many of which have been devoted exclusively to helping professionals learn to sell.  Using many examples, they will describe the most common demotivators, including Mind Reading, False Clairvoyance, Personalization, All-or-Nothing Thinking, Bit-of-Brilliancy and others.  He will then describe some of the kinds of help that can be provided to overcome them. Among the subjects they will cover are:

Goal Setting:  How effective goal setting can increase learning as much as defective goal setting can hamper it.

Standards:  How the ways a professional measures progress at rain making affect performance and persistence.

Rewards:  How to use them to get better results from sales training. 

Many of the people Ford and Mimi worked with or interviewed, describe a moment when they suddenly “get it,” the moment that they learn something that allows the to embrace selling.  From then on, learning becomes much easier.  This program is designed to help you help the professionals in your firm get it.