(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.
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 |
