Designed for the professional office – attorneys, CPAs, engineers, bankers, and other professionals – this program provides the foundation for implementing an organization-wide client development process that reflects the image and values of the professional office.  Savvy professionals understand that selling—or client development—is an integral and necessary part of conducting business.  We do it whether we know it or not and the way we do impacts our success.

The profession of selling is built upon the same principles that every other professional organization values: the development of positive, long-term relationships. These relationships are built on trust and understanding, which rely directly on effective communication and aligned expectations.

This program teaches a client development process that creates win/win solutions for professionals and their clients by establishing credibility, trust with the client, and, most importantly, aligned expectations between the two.

Participants will learn:

• To communicate more effectively as an organization – internally and externally

• Personal marketing strategies that enable you to easily develop new clients

• How to align your company to develop a true “client focus”

• To Identify corporate strengths and capabilities and establish a unique selling proposition

• How to “blueprint” your prospective clients and prioritize your time for each one

• Why setting goals and keepings score is vital to individual accountability

• How to develop a sales process that will help you acquire and retain clients

• How to be more effective face-to-face with the client; align expectations and present a dynamic win-win solution

Kelly Riggs is the founder and president of Vmax Performance Group. A 25-year veteran of sales and management, he is also a successful entrepreneur and business owner with extensive speaking and training experience. Kelly has spent the last 18 years teaching and training organizational leaders in sales and executive management.  His passion, and his talent, is developing people-focused leaders and high-performance salespeople.  His first book, entitled 1-on-1 Management™: What Every Great Manager Knows That You Don't, will be released in early 2007.