Topics can be delivered as workshops, roundtable discussions, or trade association educational events for Buyers and Sellers – Onsite or Online
| Concept Validation | This exercise involves researching your concept to determine if sufficient need exists to support a launch. |
| Positioning for a Competitive Advantage | Learn to effectively differentiate yourself from the competition and appeal to your unique target market. Doing so will set you apart and give you a competitive advantage. |
| Prospecting and Qualifying | Learn how critical questions can help you qualify prospects quickly by bringing them into the process effectively. Gatekeepers will respond, too. |
| The Sales Conversation | Learn how your sales conversation should flow. The 80/20 Rule: 80% conversation and 20% presentation. Asking the right questions, actively listening, and answering objections. |
| Anticipating & Answering Objections | Learn to dig into each objection to determine its validity and the actual concern of the prospect. Then answer it with benefits. |
| Strategic Planning |
Determines the best strategy to sell your solution. Address positioning & perception, channels of distribution, messaging & promotional opportunities, target market identification, and more. |
| Effective Communication Techniques for Buyers and Sellers | A Great Addition to Trade Association Events. This discussion is for Buyers and Sellers alike. Understand the underlying causes of why sellers pester buyers and why buyers often ghost sellers. (Hint: it’s not about common courtesy.) You will come away with simple communication techniques that will allow both sides to set expectations and open meaningful conversations that improve the buyer-seller experience. |
Together we can develop your individual sales approach, team efforts and special event strategies.
| SALES BASICS TOPICS | ADVANCED TOPICS |
| B2B vs B2C | Sales Campaign Strategy |
| Prospecting Conversations | Channels of Distribution |
| Sales Conversations | Working Trade Shows |
Starting a New Business?
Many believe that the first step in starting a business is establishing a legal entity and preparing a budget.
But when you look for money to fund your new venture, the bank and investors will ask you how you plan to sell your product or service.
Even if you are funding the business yourself, you need to ask yourself the same question before dumping your hard-earned savings into a concept that may not sell.
Entrepreneurs need to plan from a sales perspective in order to satisfy the concerns of lenders and investors.