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SEALING THE
DEAL
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"Sales" is not a dirty word! Selling Executive Coaching services or
any professional services to corporations can be challenging, particularly
given the abstract, intangible nature of those services. Complicating that is
our sometimes negative perception about sales and selling. For many of us the
concept of sales conjures up images of sleazy used car salesmen, pushy
telemarketing calls during dinner, the onslaught of catalogs that plague our
mailboxes, or hearing a pitch from a door-to-door solicitor or vendor. For
others of us, the activity required to generate sales causes us anxiety or
feels intrusive or uncomfortable. We don't want to force ourselves on others,
we want to help others!
In this interactive, ten-session course you
will take new actions and alter your mindsets about business development in a
way that will open the door for you to grow your coaching/professional services
business in the way YOU want. Once you understand and can use the systematic
process, concrete approach, and focused format for selling professional
services into organizations, you can easily seal the deal using your own
natural style and personality.
About the
program:
Innovative Leadership International LLC is pleased to offer
the teleclass series:
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Sealing the
Deal
Selling Professional Services to Organizations.
Networking, Marketing, and Sales for Coaches, Consultants,
Professional
Services Providers and the Self-Employed.
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10 week course: 10 one-hour sessions delivered on a telephone bridge
line
6-8 participants $700 per person
Contact: Suzi Pomerantz, MT., MCC
301-601-1525
suzi@innovativeleader.com
Program start dates to be determined upon full enrollment
About the class leader:
Suzi is a master certified coach
who has been coaching executives and leaders in a wide range of organizations
for over 12 years. She has successfully sold coaching and training services to
DuPont, Tyco, Goldman Sachs, Sears, Welch's, Pfizer, PriceWaterhouse Coopers,
Lockheed Martin, American Express Financial Services, Accenture, Freddie Mac,
Calvert Investments, 3Com, and eleven different law firms across the country.
In addition, she has coached and trained leaders in various public sector roles
with non-profit and government organizations like Goodwill Industries, the US
Postal Service, Naval Sea Systems Command, The Supreme Court of Virginia, the
US Agency for International Development, the US Defense Intelligence Agency,
the US Department of Agriculture, Fairfax County Public Schools, and 65 other
client organizations not mentioned here. Suzi serves on the editorial board of
the International Journal of Coaching in Organizations and holds the Vice Chair
position on the board of the International Consortium of Coaching in
Organizations.
Syllabus:
1. De-mystifying the
process of selling your services to organizations.
Mindset work,
understanding the differences between networking, marketing and sales
activities. Defining the sales process.
2. Fine-tune your
30-second commercial and other marketing must-haves.
Design,
fine-tune, practice, and receive feedback on how you tell people who you are,
what you do, and for whom you do it. We'll devote a portion of this call to
sharing how we talk about (explain, define) our services to prospects.
3. Targeting
Who is your client? Where is your
client? Strategically determine your targeted audience and how to begin the
sales process with the right prospects for your work.
4. How to
set up the first meeting
Explore not only how to get your first
appointment with a prospect, but what to do to open the conversation, establish
peerage, and lead the meeting towards closing the sale.
5.
Handling Objections
There are a finite number of objections your
prospects will have. Discuss these as well as your potential universe of
responses.
6. The client meeting:
Incorporating the
sales conversation Explore the art of the chess match of balancing the amount
you speak with the amount you listen and the questions you ask in such a way
that sales happen!
7. Following up
Strategies,
timeframes, and frequency of follow-up vary. We'll discuss what you do that
works, doesn't work, and we'll brainstorm together ways to improve your
technique. This includes a portion of the call on proposals. Everyone will
share a successful proposal and we will discuss the elements of those and share
best practices.
8. Networking
Learn the nine mindsets
of effective networking and leverage your connections into business development
success!
9. Lessons Learned Meetings
Explore a
structure that allows for effective client feedback, referrals and new business
with existing clients.
10. Referrals
Grow your entire
business through referrals. We'll discuss how they work and what you can do to
build your business while billing time.
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Feedback from previous participants in the
teleclass:
" I have been encouraged and stimulated and I've
enjoyed being on the phone with you!"
" This class was very helpful for
me in expanding my business."
"I very much enjoyed everybody's progress
in the class, and I very much enjoyed so much content and energy from you,
Suzi, your very direct and nurturing style, and the fact that you really work
in a very different style than I do and with a different population, it's been
a wonderful addition to hear from you and have that relationship and learning
going forward. I think this has been invaluable."
"I found it extremely
useful and I do hope that over a period of time I'll have the fluidity that
Suzi has with coming up with questions so rapidly and designing meetings."
"I really liked it very much. I liked talking about implementation and
the process of doing, and getting clients. Thank you."
"I'm very much
energized by not only your energy, Suzi, but also your articulation. And it
reminds me of what's called stroke production in tennis, that is as you get
more efficient with your strokes you can produce them better, and play the game
faster and harder." |
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About the Methodology
The teleclass
syllabus above is adapted from our modular sales training program that we
deliver inside organizations to attorneys, sales teams, executives and
consultants.
For a detailed outline of the full sales training, please
contact us at sales@innovativeleader.com.
The sales training program
overview is below: |
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Sales & Marketing
Development Course
Integrity Selling….Real People, Real Sales
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| THEME: |
Succeed in sales without gimmicks by focusing on clients and client
objectives, and by building powerful relationships
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| OBJECTIVES: |
Revitalize your sales force! Participants will engage in activities
grounded in effective adult learning models and
methodologies.
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·PERSONAL POWER: Understand the sales process and your role in
it.
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·MOTIVATION: Overcome self-created barriers to transform the way
you think about and approach selling.
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· ACTION: Develop and practice practical, proven skills
in implementing the various elements of selling.
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· SUSTAINABILITY: Explore and learn how you can
develop, maintain, and leverage long-term client
relationships.
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· ACTION: Create a personal marketing action plan that
is tangible, concrete, and do-able immediately. |
Conceptual Framework + Skills
Development + Application/ Action = RESULTS!
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The program is divided into three learning modules. Each module
includes a conceptual framework piece that focuses on mindset shifts and the
overhaul of mental obstacles to succeeding in sales. Each module is interactive
and action-based so the participants are learning in a hands-on, practical,
real-world format. The modules are customized to be relevant to their
particular field and to allow for the easy transfer of learning to the
workplace:
| Modules |
Topics Covered
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| Finding the Client |
Identifying targets
Cold calling
Setting
Appointments
Handling objections
Research
Preparation
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| Getting the Client |
Effective meetings
Client
interviews
Communication
Presentations
Closing
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| Keeping the Client |
Time management
Exceeding
expectations
Referrals
Networking
Strategic action
planning |
For
a detailed outline of the full sales training program, please contact us at
sales@innovativeleader.com.
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Copyright ©
2005 Innovative Leadership International LLC |
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