Business Development Series: Systematic Selling
6/19/2012
| When: |
May 8-June 19
Tuesdays 2pm - 4pm
|
|
Where: |
Boulder SBDC at the Boulder Chamber Center
2440 Pearl St
Boulder, Colorado 80303
United States
|
Contact:
|
Meagan Forney
|
| Registration Information |
|
Online registration is closed.
|
Cost:
$40 Guild members
$50 non members- learn more about other benefits of membership
This is a 4 Class Series on Tuesdays from 2:00 - 4:00 pm
- Build Your Prospecting Plan
- Book the First Appointment
- Succeed at a Sales Meeting
- Close the Deal
Build Your Prospecting Plan - Tues, 5/8 from 2pm - 4pm
Prospecting
is always a challenge - planning it and then, doing it! In this
seminar, attendees will recognize the importance of regular prospecting
behavior and will learn to develop a plan that best fits their company,
market and personailty.
A successful sales process begins with clear direction of what activity
is necessary, how much of it is required and which suspects should be
targeted to hit sales and revenue goals. This session will help
determine the company's Ideal Customer Profile (ICP) and the most
effective strategies to reach them. Attendees will create a specific,
individual plan to build a balanced process to achieve sales goals.
Book the First Appointment - Tues, 5/22 from 2pm - 4pm
Once a
clear sales plan has been established, the next step is to make contact
with a decision maker in the organization and determine if it makes
sense to schedule a first appointment. In this session, attendees will
determine how to develop a compelling message, craft that message into
an effective "30-second" commercial, learn to get past gatekeepers and
book an appointment to move the sales process forward.
Succeed at a Sales Meeting - Tues, 6/5 from 2pm - 4pm
Once a
sales person gets in front of a new prospect, there are 4 key objectives
to accomplish: First, build rapport quickly and enhance communication,
determine if there is a reason to do business, if the prospect has
budget to spend and if their decision process meets the company's
criteria. To do this effectively, the sales person must have a defined
questioning strategy and several questioning tactics to help get the
answers to make these determinations.
Close the Deal - Tues, 6/19 from 2pm - 4pm
While closing should
be the easiest part of the sales process (assuming you have attended
classes 1 - 3), there are still strategies and tactics to assure a
smooth presentation and tactics to create a referral business long term.
In this session, attendees will put the sales process together and
learn how to effectively close the deal.
Location: Boulder SBDC @ Boulder Chamber, 2440 Pearl St, Boulder, CO, 80302
Presenter:
Steve Parry, President of Sales Productivity Consultants, Inc. Presenter:
Steve Parry, President of Sales Productivity Consultants, Inc.
 Supported and subsidized by Boulder County EnergySmart to
assist small retrofit and green building businesses, especially Energy
Retrofit and Weatherization businesses who plan to participate in
Boulder County's EnergySmart program.
Co-sponsored by Boulder SBDC and Colorado Green Building Guild
|
« Go to Upcoming Event List
|
Print to Page
Tell a Friend
Events in Series
6/5/2012
