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BDU's 2 Day Sales Training Workshop
Monday, September 19, 2011 at 8:00 AM - Tuesday, September 20, 2011 at 4:00 PM (EDT)
New York, NY
2 DAY SALES TRAINING WORKSHOP
From Prospect to Close and Everything Else In Between!
September 19 &20 at DeVry University in Fort Washington
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 2-day workshop will help you meet & exceed your sales goals!
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
Running an Effective Appointment
Once these appointments are set, we have to make sure that we
are running 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
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 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.
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 solve, 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 2 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.