Dates:
New Dates to be Announced
Time:
8:00 a.m. - 5:00 p.m.
Location:
TU Campus
Fees: $425
per person.
Early bird:
$375 per person.
Teams of 4
or More: $325 per person.
Transform Your Firm
Detailed Outline
Module 1: Communication Skills for the Professional Organization
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Identify behavioral styles with DiSC® and communicate more effectively
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Improve the critical skill of active listening
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Why it is vital to align the customer's expectations with the organization's capabilities
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How communication establishes the image of your business in the client's mind
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Develop the questions that you need to uncover your client's business needs
Module 2: Personal Marketing - Keys to Business Development
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Learn a process for developing new client contacts
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Discover the secrets of effective networking
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Methods that top professionals use to build rapport and forge critical business relationships
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Position yourself in a unique way and differentiate yourself from the competition
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Understand why providing value first will lead to strong business relationships later
Module 3: Align Your Organization to Sell
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How failure to align your company around the sales function is robbing you of sales and repeat business
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How organizational dysfunction creates barriers to serving your customers effectively
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Why job descriptions should be linked to your organization’s Key Result Areas
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Why a unique selling proposition (USP) is critical to your company
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Importance of differentiation and why you MUST separate your company from the competition
Module 4: Effective Sales Planning
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Methodology for qualifying your prospects and determining the if you should do business
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Create specific sales plans using the exclusive Vmax SMART™ Planning System
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Setting goals and keeping score is critical to personal accountability
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Determine value of each client and prioritize your investments in them
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Learn to “blueprint” prospective clients and devise a plan to build business relationships
Module 5: The Sales Process
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Identify your company’s corporate strengths and capabilities
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Develop an effective sales process that can be measured and tracked
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Prepare and conduct effective interviews that uncover your prospective client’s real needs
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Determine roles and relationships within your organization to build connections with your client
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Develop effective follow-up strategies to ensure your client’s long-term loyalty
Module 6: Face-to-Face with the Client
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Determine what your prospective client expects to accomplish (their desired results, not yours)
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Build credibility and “earn the right” to do business with the prospect
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Develop the skill of asking good questions and determine the exact information your company needs to sell to your prospective clients
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Learn how to deal effectively with objections to your value proposition
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Structure a win/win agreement: align your expectations with the client, agree on the expected outcomes, and establish the standards of performance