BDU's 2-Day Sales Training Workshop in Plymouth Meeting ~ March 18th & 19th, American Executive Centers, Wednesday, 18. March 2020

BDU's TWO-DAY SALES TRAINING WORKSHOP "Prospect to Close...And Everything Else In Between!"
March 18th and 19th Plymouth Meeting, PA
8:30 AM – 4:30 PM both daysBDU will provide lunch
Join the BDU team for two full days of results-driven sales training. Whether you are refreshing, fine-tuning or developing your sales skills, this two-day workshop will help you meet & exceed your sales goals!
This comprehensive workshop will cover:
You’ll start to gather the tools necessary to fill your pipeline with good, qualified prospects on a consistent basis. We’ll talk about utilizing a multi-prong approach, the key components of an effective prospecting call and email, various methods for handling objections, and how to close for the appointment. 
Client Marketing
It’s important to develop and maintain strong client relationships. We’ll discuss leveraging these relationships to ask for referrals, as well as request testimonials and LinkedIn recommendations. We’ll also cover upselling and cross-selling, maximizing share of the wallet, conducting blue sky/ high level meetings, and how to utilize our client visit checklist. In addition, you’ll learn about the BDU concept of “squeezing the lemon” to get the most out of all you do.
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, as well as how to meet strategic alliances and grow those relationships to help build your pipeline. We will also discover how to utilize these groups to generate the best ROI (return on investment) for 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 need 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. 
Presentation/Proposal Skills 
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 
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 or clients 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 will spend two hours identifying productive activities and eliminating those that are not. A full daily/weekly/monthly checklist of activities is created so that when you return to work, you have an action plan in place.

Wednesday, 18. March 2020, American Executive Centers, BDU's 2-Day Sales Training Workshop in Plymouth Meeting ~ March 18th & 19th

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