Description:
"I spend a lot of time cultivating new customers, but I never seem to get those new
contracts." Does that sound like someone in your organization? Spend a day learning the time-tested techniques
for success in sales. The only one-day sales training program specific to the behavioral health and social service
field, this course gives you practical skills you can apply immediately to bringing in new contracts. With an
emphasis on consultative selling, this seminar increases your communication skills, as well as your confidence,
in selling to your critical customers.
Contact Hours: 6.0
What you will learn:
- Use solution-focused sales techniques to increase both your customer base and your revenue
- Understand how to leverage the organization's assets to find new customers
- Avoid surprises - by learning early warning signs that the sale or contract is in jeopardy
- Develop steps to creating a winning strategy for every customer -- how to get inside the customer's
problem & become their solution
- Get unstuck - by using the most effective ways to overcome objections, avoid delays & get customer
commitment
Who should attend?
- If marketing or sales is in your title (or part of your job), this seminar is for you. This seminar is for
anyone who needs to know the most effective strategies for competing in today's market place from competing
for new contracts to identifying who can and will make decisions. Our power-packed agenda has been structured
to meet the needs of a broad spectrum of behavioral health and social service organizations - from community
mental health, MR/DD and children's service organizations, to EAP and larger managed care organizations.
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Event Agenda
Registration 8:00 AM
Session 1
Solution-Focused Sales: Use Consultative Selling to Eliminate the Competition, Shorten
the Sales Cycle & Close the Deal
- Why & How Successful Salespeople Focus on Buying (Not Selling) Behavior
- Highlight Your Strengths - Legal Ways to Shape the Procurement Process
- Tried & True Ways to Shorten the Sales Cycle
Session 2
Converting Prospects to Customers: Keys to Developing Prospects & Closing
Sales
- Tips for Identifying Qualified Prospects
- Moving to the Close: Tactics to Address Common Objections
- Using a Written Proposal as a Competitive Tool
Session 3
Marketing Diagnostics: How to Identify Your Revenue & Pricing Problems
- Organization Strategy: If It's Such a Great Idea, Why Is It Not Selling?
- How to Determine if Your Service Is the Problem
- Pricing Problems: Using Target Costing to Analyze Pricing Issues
- Promotion & Sales: Strategic Sales Planning
Session 4
Fine-Turing Your Approach to Account Management: Understanding How to Keep
Customers & Expand Your Work With Them
- Account Management: Strategies to Effectively Manage Key Accounts & Smaller Customers
- Organizing Sales & Account Management Efforts
- Customer Satisfaction: Key Factors for Measuring Success
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