As we strive to be the best in our role as a Professional Business Development Executive it is imperative that we initiate and continue to have the most productive conversations with both our prospects and our clients. A productive conversation usually starts at some point “A” (Ex- an initial lead/opportunity) and ends at some point “B” with a specific goal/expectation reached (Ex- a decision to go to a specific next step or a closed new business partnership). The question is “What really is a productive conversation and how do I know if I am having one?” The variables can be infinite but simply going from “A” to “B” in the fastest time possible with the least amount of wasted resources (on each side) would be the result most sales professionals are looking to attain (while avoiding giving the “farm” away in terms of price discounts, incentives, etc. ).
Many situations can bottleneck a conversation, but what we find that almost always puts the brakes on is the connection (or lack of) between the prospect and sales professional. The tendency of most prospects, out of self-preservation, is to mislead or avoid answering relevant questions that would help both parties understand a good fit. The tendency of even a seasoned sales professional is to “wing it”, do what feels natural, and not follow a specific process or worse yet know a process but tend to not use it because of an anxiety or fear about the potential answers. With these tendencies, it’s not surprising that we take what can be a short sales cycle and extend it beyond what is normal and even acceptable for both parties looking to provide and receive a good solution.
It would be very easy if we could only access our logical brains but since we are emotional “beings” we need to more rely on “Process” to circumvent the gut reactions so typical in these types of engagements. With that said, a great selling process is inherently a “Productive Conversation Process” which takes into account some specific guidelines of “What” to say (or not say) as well as “How” to say it in a selling situation.
My intention is to walk through the most important steps of how to maximize our conversations with our prospects and clients as well as others in your life. The steps will be real life, practical, and simple in an effort to build the connection necessary to have open dialogue as well as best practices in terms of sales process to help you achieve the most out of each dialogue.
Attendees will learn:
- How to quickly build the connection needed (with your prospect/client) to have the most productive conversations
- What types of seemingly innocent parts of your conversations actually bottleneck your progress
- How to close more business, close it faster, discount less, and use less wasted resources (minimizing “unpaid consulting”)
- Specific and applicable techniques that you can use when you leave the session (not “high-level” theory or statistics)
- How to separate yourself from the other Business Development representatives in your same industry
|Event Date||Oct 20, 2015|
3:30 PM to 5:00 PM
|Location Name||8 Greenway Plaza Conference Center Auditorium|
|Location Address||8 Greenway Plaza, Suite 100 Houston, TX 77046|