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Surja IT Academy and the Wiglaf Institute present

High-Value Sales for New Customer Acquisition

Dates Available

Fri, 7 Oct 2005, 9am to 4pm

Sat, 15 Oct 2005, 9am to 4pm

Fri, 21 Oct 2005, 9am to 4pm

Fri, 28 Oct 2005, 9am to 4pm

Sat, 5 Nov 2005, 9am to 4pm

Fri, 11 Nov 2005, 9am to 4pm

Sat, 19 Nov 2005, 9am to 4pm

Fri, 2 Dec 2005, 9am to 4pm

Sat, 10 Dec 2005, 9am to 4pm

Sat, 7 Jan 2006, 9am to 4pm

Fri, 13 Jan 2006, 9am to 4pm

Location

Surja IT Academy
424 E. State Parkway, Suite 228
Schaumburg, IL 60173

$495 per person. Space is limited. Click here to register.

Seminar Description

Enhance your skill sets, best practice knowledge, and performance in our one day executive education seminar on Strategic Sales for New Customer Acquisition in Industrial Markets.

Specifically designed for salespeople selling high-value services and products to business markets, this course instructs working professionals in consultative selling.

The core perspective taken is: sales is a change agent process; salespeople manage perceptions.

It is an intensive, one day workshop delivered through discussion and participatory pedagogy. Four exercises are included to improve the professional’s traction within one of their current prospect accounts. Come yourself or send your sales team.

Source material has been drawn from leading authors, such as

  • The New Strategic Selling by M. Heiman, D. Sanchez, & T. Tuleja,
  • Managing Major Sales by N. Rackham & Richard Ruff,
  • SPIN Selling by N. Rackman,
  • Sales Management by R. Calvin, and
  • Getting to Yes by R. Fisher & W. Ury.

A course workbook will be provided to all participants.

$495 per person. Space is limited. Click here to register.

About the Instructor
Tim Smith, PhD, is an Adjunct Professor of Marketing at DePaul and the Directorial Editor of The Wiglaf Journal where he focuses on sales, marketing, and entrepreneurship in business markets. Dr. Smith was an experienced salesperson prior to founding Wiglaf LLC. He has also won numerous awards for his teaching capability and students routinely rate him above average.

Seminar Outline

Morning Session: Sales Strategy

Introduction

  • Unique Challenges of High-Value Solutions
  • Principals of Consultative Selling

Understanding your Prospect

  • Buyer Profiling
  • Buying Role
  • Buying Motivation
  • Win - Results
  • Prospect Sales Exercise 1 & 2

Sales as a Change Agent

  • Identifying Hurldles
  • Leveraging Strenghts

Lunch

Afternoon Session: Sales Tactics

Sales Process Management

  • Sales Funnel Management
  • Prospecting, Qualifying, Changing Perceptions, Closing
  • Take Home Exercise

Prospect Meeting Preparation & Execution

  • Meeting / Telephone Conversation Planner
  • Leave With’s Identification
  • Next Step Confirmation
  • Prospect Sales Exercise 3

Relationship & Trust Building

  • Expanding Relationships
  • The Nature of Trust
  • Prospect Sales Exercise 4

$495 per person. Space is limited. Click here to register.


© 2003 Wiglaf LLC