Spring training games are almost done and baseball fans across the globe are excited about the regular season starting on Sunday night. While I don’t know who’s going to win the World Series in the fall I do know that the team that focused on the fundamentals, demonstrated teamwork and practiced and trained the hardest during spring training has a better chance of winning than those that didn’t!
To that end I’m excited to announce that I will be facilitating a one-day, Sales Productivity workshop (“Creating a Productive Selling Zone®”) that will be “open” to the public on May 8, 2013. The workshop will be held at the exclusive Richland Country Club in Nashville, Tennessee. This highly interactive workshop will include the sharing of sales and sales management “best practices” from over 20,000 salespeople and sales managers from a variety of industries across the globe, over 15 years of buyer-based research data as well as small group breakout sessions and role-plays to ensure that each attendee will walk away with tools/techniques that will positively impact their business the very next day. Attendees will be working on:
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Negotiation role plays using real prospects/clients. Learning to close more business using a strategic plan for negotiations.
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Perfecting their Unique Value Proposition (UVP) to help differentiate their unique capabilities from their competition.
- Learning the three Stages of Buying and the secrets of Selling to Different Buying Behaviors to minimize/eliminate potential sales objections.
- Creating an Account Penetration Checklist to improve retention and up-sell.
- Targeting Specific Companies/Industries for New Business Development and Qualify/Disqualify opportunities more quickly.
- Understanding the Pyramid of Power in their prospect’s organization to identify exactly who has the “Power of the Pen.”
- Uncover the Real Business Issues in minutes using a simple, strategic process.
- Learning a simple tool to Cost Justify products/services, even if they are the most expensive!
Seating will be limited to 25 workshop attendees to ensure an optimal learning ratio. The investment is $375/person which includes registration for the one-day workshop, all workshop materials, continental breakfast and a catered lunch. As usual, we will offer quantity discounts if four or more people from the same company attend as well as discounts for Accelerent members and Veterans.
The Productive Selling Zone is not a journey nor is it a destination…it’s a state of effectiveness! If you’re a salesperson or sales leader that’s looking to improve the size/quality of your pipeline, increase your average order size, shrink your sales cycle and grow market share you can’t afford to miss this workshop. Please call our office at (615) 395-0200, visit our website at www.boyens.com or email me at john.boyens@boyens.com to reserve your seat today!
Wishing you all Productive Selling in 2013!
