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marketing A brief overview of the types of selling The importance of relationships in business today Key differences between selling a product and a service 2 key ways to grow your business o Identifying opportunities with new clients o Identifying and earning additional opportunities with existing clients 10:00–10:10 am Coffee Break 10:10 am‐12:00 pm The Soft Skills of Selling Communication tips Adaptive selling o Using buyer social styles to connect with clients 12:00‐1:00 pm Networking Luncheon 1:00‐2:45 pm The Sales Process Built around how clients buy Prospecting for new business – sources of leads The client meeting o Strong first impressions / meeting openings o Gaining the client’s attention o Building rapport o Identifying the client’s needs – most important part of the meeting o Presenting a custom recommendation o Overcoming client concerns o Asking for the sale Effective follow‐up 2:45‐3:00 pm Coffee Break 3:00–4:00 pm Role play practice 4:00–4:45 pm Role play debrief session wrap‐up.
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