(3 workshops, 4 hours each)
This workshop series gives entrepreneurs techniques to map out their sales process as well as tools to manage and influence sales opportunities.
Develop Your Elevator Pitch with Pam Banks
Next RIC Workshop
Day 1 – May 15th, 2012 – 8:30 AM – 1:00 PM
Day 2 – May 22nd, 2012 – 8:30 AM – 1:00 PM
Day 3 – May 29th, 2012 – 8:30 AM – 1:00 PM
Questions? info@riccentre.com
| Day 1 – May 15th, 2012 8:30 AM – 1:00 PMThe Sales Funnel Define the stages of the sales cycle for your customers and map out your sales pipeline.Deliverable: A spreadsheet with sales-funnel data for a prospective customer. |
Pre-reading Materials Building an Early B2B Sales Forecast Stages of the Sales Funnel Sales Metrics The Characteristics of a B2B Technology Sale |
| Day 2 – May 22nd, 2012 8:30 AM – 1:00 PMThe Sales Call Practice managing individual sales opportunities in order to turn leads into prospects.Deliverable: Techniques to book, prepare for, and conduct a sales call. |
Pre-reading Materials Sales Call Talk Track Preparing for a Sales Call Booking a Sales Call Conducting a Sales Call |
| Day 3 – May 29th, 2012 8:30 AM – 1:00 PMUnderstanding Negotiations Practice managing individual sales opportunities in order to turn prospects into closed transactions.Deliverable: Techniques to negotiate with customers and close a deal. |
Pre-reading Materials Closing a Sale Following up a Sales Call Negotiations Negotiate This! Deal or No Deal: The Art of Successful Negotiations |
