Sales Skills Workshop

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Friday, August 23rd, 2013
8:00 AM to 4:30 PM

Today�s customers have more choice and power, which means they are more demanding and less loyal. This new reality renders traditional selling strategies and techniques dangerously obsolete. Do you want to be more competitive? Increase your margins? Keep your work flow steady and less cyclical? This seminar will help everyone in your company grasp the strategies and tactics required to meet your best potential clients and close the sale. In this powerful and practical one-day workshop participants will learn a new mind-set, skill-set and tool-set essential for achieving sales cycle success in the new economy.

Participants will learn:

- A customer-centered and value-based approach to selling.
- Strategies and techniques on how to build and sustain relationships and create customer loyalty.
- How to ensure you are having the right meeting with the right people at the right time in the right place for the right reasons.
- The eight step customer buying/decision-making process and when to apply the appropriate selling strategies and skills.
- The three types of buying decisions and how to conduct a stakeholder analysis to identify all buying influences and who has the real decision making power.
- How to present solutions in a powerfully persuasive manner.
- How to successfully secure commitment without using high pressure, manipulative closing techniques.
- Negotiating strategies and tactics that create win-win margin-maintaining outcomes.

Instructor: Greg Campeau has delivered over 2400 presentations and workshops throughout North America providing strategies and solutions that support both personal and organizational success. He has established a client list that includes organizations like Finning, Lafarge, NHL Coaches Association, BC Hydro, Rogers Wireless, APEG BC, Mott Electric, SNC Lavalin, Klohn Crippen Berger and many more.

http://www.icba.bc.ca/courses_events/documents/SalesBBY.pdf