 |
topics |
 |
|
press
newsletters speaking book store services case studies clients company profile mission partners contact us
Speaking Topics
Speaker Bios
|
Session Title: Don’t Leave Without a Commitment Speaker: Lisa Dennis, President, Knowledgence Associates Session Abstract: With today’s economic challenges, everyone is looking for more sales. When times get tough, the tough get out there and sell harder! The only problem is that it rarely works that way. You may cut price too deeply or oversell in the current month and have nothing to work with next month, or drag sales into this quarter leaving no pipeline for the next quarter. You think you know your customer – but you may not be as tuned in to the overall market and industry missing important trends and opportunities. We all love our own products and services. The challenge is that we want to tell everyone everything we know about him or her so they will buy. We may be “selling” but we’re definitely not listening. To get a commitment – you have to make one. Most companies in a down economy cut marketing while trying to produce sales, often sabotaging longer-term profits. If sales aren’t coming in, selling in a vacuum, no matter how hard, will be enough. And it isn’t that you have the wrong sales people, or that the market is completely dead – it’s that you are out in a competitive market without fully arming yourself. Getting commitment – in all its forms – is about listening, translating and positioning. Listening to the industry, your current market, your current customers and prospects – listening for opportunity. The ability to listen is one of the most significant and most difficult aspects of marketing and selling, managing a partnership, or building an organization. Listening skills are crucial to being an effective leader, and a successful sales person. Most importantly, it is a key requirement when dealing with both prospects and customers. Your role is to make the other party feel heard and understood – while at the same time paying attention to the message enough to glean where the real opportunities lie. What You Will Cover: n The many types of “commitment” in sales n Learning the “What” and the “who” of a sale before the “how” n Value Propositions – how to make them “real” n Identify the key attributes of listening for opportunities n Address both the verbal and non-verbal aspects n Translating what you hear into pursuable opportunities n Getting the commitment - step by step
Who Should Attend:
|
 |