Business Development University Classroom Series - Open to the Public
$499 for 2 full days
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2 Day Sales Training Workshop
Next Class – March 8-9, 2012
From Prospect to Close and Everything Else In Between
8:00am Registration, 8:30am Workshop at DeVry University, Fort Washington, PA
Join the BDU Team for 2 full days of results driven sales training. Whether you are refreshing, fine tuning or developing your
sales skills, this two-day workshop will help you meet and exceed your sales goals.
Topics include:
Networking and Prospecting
Learn how to make the most out of your Associations and Chamber memberships. We will discuss how to approach these networking opportunities with a plan and a purpose, meet strategic alliances and grow those relationships to help build your pipeline. We will discover how to utilize these groups to generate the best ROI (return on investment) of your time and money, and how to leverage these relationships to get qualified appointments.
Running an Effective Appointment
Once these appointments are set, we need to run them as effectively as possible. Spending time uncovering the prospect’s needs as well as identifying the decision maker(s), budget, time frame, expectations and other alternatives they are exploring. This is also the time to uncover what they like and don’t like about their current solution so that you have all the pertinent information when offering your solution. It is about having the right tools and conversation to ensure that your first appointment leads to a defined next step, whether that is a proposal or closed business.
Presentation/Proposal Skills
Now that you have uncovered the challenges your prospects are facing, you are ready to put together a comprehensive proposal that encompasses all of their expressed needs and desires. We will discuss the importance of not over-selling them, or offering them products and services not already discussed in the appointment. Our philosophy is that the proposal should read more like an agreement – a recap of what you have already discussed. We also believe that all proposal should be reviewed either in person or over the phone, just an email won’t suffice. It is critical to be aware of their initial reaction and be able to overcome any objection that comes your way.
Overcoming Objections
Overcoming objections can be a challenge for many professionals, so BDU makes it easier to be ready to handle most objections before they ever occur, and to be able to quickly overcome others based on a few techniques that are customized to your products and services. Objections are a good thing; they allow insight into the prospect’s thought process, Without that knowledge, the sale is significantly more challenging. Just remember two things: whether you are aware of them or not, objections are present, so it is better to anticipate them;, additionally, a prospect’s objections do not necessarily mean they are not interested in your product or service.
Closing
Even if everything else goes according to plan, if we don’t close we don’t get paid. Closing is critical at every interaction. We believe that every meeting, email, phone call, and proposal needs to end with a defined next step. You must identify the subsequent step that will move the sale forward, and make sure you and the potential client are on the same page. This includes recapping the conversation and putting the next step on the calendar. It also involves knowing when and how to ask for the business. Often. professionals fall short at this step because they are afraid of being perceived as pushy, used-car salesman types. BDU will teach how to overcome that fear through a solutions selling technique that is incredibly effective. In fact, if you have uncovered needs that you can fulfill, you are doing a disservice to your prospect not to help them out.
Constructing Your Sales Plan
Once we get here, the sales process is in place; it is now about performing the appropriate activity. Lacking a sales plan is akin to trying to build a house without blueprints. We spend two hours identifying which activities are productive, and eliminate those which are not. A full daily/weekly/monthly checklist of activities is created so that when we return back to work, we have an action plan in place.
