Systematic Selling Series
This is a 4-part series taking you through the sales process by covering the following topics (one per week): Build Your Prospecting Plan, Booking Your First Appointment, Succeeding at a Sales Meeting, and Closing the Deal. Tuesday afternoons from 2:00 - 4:00 pm May 19, May 26, June 2, June 9 Build Your Prospecting Plan - May 19 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 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 create a specific, individual plan to build a balanced process to achieve sales goals. Book the First Appointment - May 26 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 - June 2 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 - June 9 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. About the presenter: Steve works with leaders who recognize that sales are the constraint to their company’s growth, and help them understand why and what to do to drive profitable, sustainable revenue. Steve began developing his training and communications skills as a second grade teacher in Summit County, Colorado. An entrepreneur at heart, Steve left teaching to start his own business, and since then, has spent over 34 years as a business owner and in the corporate arena: in industrial relations, operations, quality management, mergers and acquisitions, training, marketing, sales and sales management. Coaching CEO’s and Sales Managers is what he enjoys doing the most. His various roles have provided him the opportunity to speak and train before diverse groups across this country, as well as in Mexico, Canada, Great Britain, Norway, Sweden and Japan. As was true when he taught 2nd grade, Steve’s passion is enabling client employees to recognize their full potential.
Speaker(s): Steve Parry, Sales Productivity Consultants
Co-Sponsor(s): City of Boulder
Fee: $ 79.00