UPCOMING 2 DAY SALES TRAINING WORKSHOP
Prospect to Close...And Everything Else In Between!
January 10th & 11th in Philadelphia, PA
8:30am - 4:30pm both days | BDU will provide lunch
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 appointments.
Discovery - 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 is also critical. This is the time to uncover what they like and don't like about their current solution so that you have all of 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, be it a proposal or closed business.
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 goals. 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 proposals should be reviewed either in person or over the phone, an email alone won't suffice. It is critical to be aware of their initial reactions and be able to overcome any objection that comes your way.
Overcoming objections can be a challenge for many professionals. BDU makes it easier to prepare to handle most objections before they ever occur and/or, to quickly overcome others based on a few techniques that are customized to your products and services. Objections are a good thing because they allow insight into the prospect's thought process. Without this knowledge, the sale is significantly more challenging. Whether you are aware of them or not, objections are present so it is better to anticipate them. Additionally, keep in mind that when a prospect poses an objection, that does not necessarily mean they are uninterested 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 each 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(s) 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 too pushy. BDU will teach you how to overcome that fear through an effective solutions selling technique.
S.M.A.R.T. Sales Plan
Once we get here, the sales process is in place. It is now about performing the appropriate activities that will lead to our results goals. Lacking a sales plan is akin to trying to build a house without blueprints. We spend 2 hours identifying productive activities, and eliminate those that are not. A full daily/weekly/monthly checklist of activities is created so that when you return back to work, you have an action plan in place.