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SYSTEMATIC SELLING: 4-part Sales Series - DATE CHANGE!
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SYSTEMATIC SELLING: 4-part Sales Series - DATE CHANGE!

$40 Guild members $50 non members 4 Class Series on Mondays from 3:00 - 5:00 Pm * Build Your Prospecting Plan * Book the First Appointment * Succeed at a Sales Meeting * Close the Deal

11/26/2012
When: Nov. 26 - Dec. 17
Mondays 3pm - 5pm (except for last class)
Where: Boulder SBDC at the Boulder Chamber Center
2440 Pearl St
Boulder, Colorado  80303
United States
Contact: Meagan Forney


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Cost: 
$40 Guild members
$50 non members- learn more about other benefits of membership

This is a 4 Class Series on Mondays from 3:00 - 5:00 pm

  •   Build Your Prospecting Plan
  •   Book the First Appointment
  •   Succeed at a Sales Meeting
  •   Close the Deal  

Developing a Sales Plan for 2013 - Monday, 11/26 


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, their market and their personality.

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 then create a specific, individual plan to build a balanced process to achieve sales goals.



How to Book the First Sales Appointment - Monday, 12/3

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.



The 4 Steps to Qualifying Your Prospect - Monday, 12/10

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 - Wednesday, 12/19 = *new date added (not Mon, 12/17)


While closing should be the easiest part of the sales process (assuming you’ve attended classes 1-3), there are still strategies and tactics to assure a smooth presentation and tactics to create referral business long term. In this session, attendees will put the sales process together and learn how to effectively close the deal.

Presenter(s):Steve Parry, President, Sandler Training by Sales Productivity Consultants

Location:Boulder SBDC @ Boulder Chamber, 2440 Pearl St, Boulder, CO 80302


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

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