2016 - BBOT Professional Development Series: Building Your Sales Skills

Description

The Burnaby Board of Trade is excited to offer a new professional development program to provide tangible training on important business subjects & skills.

Our first session will focus on sales skills and getting better results from your sales process. This event, organized in partnership with Trainwest Management & Consulting, will be a concentrated, full-day course that will provide interactive learning and illustrate real-life applications of the skills discussed.

The topics covered will include the greatest barriers to growing sales in this economy, why these things occur and some insights into how to overcome them. This session will cover:

Identifying the Reasons for Doing Business: You will learn how to define a prospect’s needs, wants, challenges, and/or problems, and how to qualify or disqualify the opportunity based on whether you could solve the problems identified.

Uncovering the Prospect's Budget: You will learn how to overcome the discomfort many salespeople experience when discussing money matters with prospects, and you will learn the specific questioning techniques to effectively uncover the prospect’s budget.

Identifying the Prospect’s Decision Making Process:  You will learn how to skillfully question prospects to uncover the players, the specific elements of the process, and the time frame for the buying decision.

Making Up-Front Contracts with Prospects: The Up-Front Contract, which is an important part of the Sandler Selling System, is a tool that will enable you to maintain control. 

What You Will Learn:
* How prospects gain the upper hand on you during the sales process
* Why traditional sales approaches turn you into an unpaid consultant
* How prospects use your proposals to negotiate better deals elsewhere
* Why most prospecting methods are ineffective
* Why your challenges with time management might actually be something else

Who should attend:
Sales and Marketing professionals, Business Development Managers, Business Owners/Presidents

Course Details 

Date: April 7
Time: 8:30am – 4:00pm
Venue:  Trainwest Management & Consulting
(Suite 110-4170 Still Creek Drive)
Cost: $450 for BBOT Members /  $550 for Non Members
Includes full day session, lunch, and course hand-outs and material
Register:  Call 604-412-0100, email us, or sign up online.