|The objectives of this one-day program are:
|In an IT world of rapid change the focus among professionals is very much on staying sharp and up to date on the technical side. This is a fallacy! Do not get dragged onto this never ending treadmill.
If you want to protect yourself from irrelevance and extinction, you have to boost your sales skills.
Look at it this way: Which is more likely to keep you fed – better sales skills or better database skills? Not much point in being a database expert if you cannot persuade the client to choose you to do the work in the first place!
This course/conference is designed to give you 10 easy to remember, easy to use tools to strengthen your self-confidence in front of clients and increase your conversion ratio from proposal to contract.
|Session Title||Session Description||Time|
|What is 'Sales'?||• How to sell a BMW?
• Any similarities to IT?
• It is a numbers game
• Inspirational leaders who can sell
|Personality Types||• Description of types/theories
• How to read your own type
• How to read other people's type
• Personality types under stress
|Negotiation Tactics||• Dealing with irrational buyers
• RV, BATNA, ZOPA
• Contingency contracts
|How To Manage Your Relationships||• Building relationships
• Principled selling
• Consultative selling
• Be S.M.A.R.T.!
|The target audience for this course include: