Selling services requires a different approach than selling hard goods. The "product" is often intangible. Hard sell and pressure closing tactics don't work ... especially now days. What does work is finding the right prospects, building relationships and solving prospects' problems. As such, the consultative sales model is a perfect method to approach prospects, win business and become a trusted and valued partner with their clients, rather than simply another vendor.

You will learn:
• How to understanding the difference between marketing and sales
• What the consultative sales process is all about and why it's important for service professionals
• The importance of differentiation and a solid value proposition
• How to target the right prospects
• How to qualify prospects
• How to make that all important first contact contact
• How to move from vendor to valued consultant
• How to ask the right questions
• How to build and nurture the relationship

Gatsbys Specials: Happy Hour from 4-8pm; 1/2 price on premium drinks, draft beer and house wine as well as $4 pizzas. From 4-11, 1/2 price drafts
----------------------------------------------------------------------------------
About the speaker: Neil Tortorella
Based in the Greater Fort Lauderdale, FL area, Neil Tortorella brings with him over 30 years experience as an award-winning graphic designer, writer and marketing consultant. He has operated his own design and marketing consulting practice, Tortorella Design, for over 20 years. Through Tortorella Design, Neil has worked with several Fortune 500, along with small to mid-sized companies, to develop pragmatic solutions to their communications challenges. His key strength is blending branding and marketing strategy with memorable visuals and copy to create a distinctive impression in the minds of his clients' audiences.

Neil is a cofounder and management team member of CreativeLatitude.com, a popular web site and resource for creatives and the clients they serve. He is also an avid writer on marketing, promotion and business topics. He authors a popular blog, “Inside the Marketing Mind,” which can be found at www.tortorelladesign.com/marketing_mind. Neil’s writing can also be found on BoDo – Business of Design online (www.businessofdesignonline.com), where he’s a founding team partner and author of the Marketing Minute. In addition, Tortorella is a contributing author for HOW Magazine, a leading graphic design publication.