Preview Business Sales Strategy Agenda

Business Development and Sales Strategies

for Working Professionals

Tuesday, June 14, 2016 ▪ UCF Executive Development Center

Agenda

7:45‐8:30am  RegistrationandBreakfast

8:30‐8:50am  SessionWelcome&Introductions

8:50‐10:00am  ProfessionalSelling:AnOverview

 Businessdevelopmentvs.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

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 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concer ns

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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