Day One

"PROSPECTING FOR NEW BUSINESS" and "BUILDING A STRONG NETWORK"

"QUALIFYING PROSPECTS" - Includes a variety of lecture exercises and suggested strategies for:

• Getting to the Decision Maker.
• Understanding the Decision-Making Process.
• Establishing Buying Criteria.
• “Strategic Buying” – how highly competent prospects make technology purchases.
• Identifying Risks/Vulnerabilities.
• Uncovering your Advantages.
• Applying the "5 Areas of Business Concern"

Day Two

Maintaining pipelines with modules on "CLOSING RATIOS", "GOAL SETTING" and "TIME MANAGEMENT AND THE POWER OF FOCUS."

Conducting Comprehensive Customer Assessments:

• How to effectively carry out high-level interviews using in-depth probing skills
• The power of well chosen questions and the ability to listen intuitively
• Understanding Buyers' Roles
• Discovering Technology Applications/Identifying Business Drivers/Issues
• Asking impact questions to build your ROI
• Conducting on-site equipment surveys

• Presenting a “ROI” vs. “TCO”
• Dealing with Questions
• Technology Demonstrations
• Tips for Becoming a more Competent and Polished Presenter

Day Three

"IMPROVED NEGOTIATING SKILLS" and "THE ART OF CLOSING"

"WORKING WITH CONSULTANTS" and "RESPONDING TO RFPS"

"PERSONAL EFFECTIVENESS"-- Setting yourself apart from the competition.

• Differentiating yourself and thinking outside of the box for unique and innovative ways to present solutions.
• Getting customer buy-in on you, your product, and your company.