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DETAILS:
Cost: $1,190
Length: 2 days
When: May 30 & 31
Time:
May 30
Continental Breakfast: 8:00 am
Class: 8:30 am - 4:00 pm
May 31
Continental Breakfast: 8:00 am
Class: 8:30 am - 12:00 pm
Location: Buckhead Executive Education Center
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Program Description
Effective sales presentations are the key to getting a customer to agree to move to the next step in business-relationship development. This program will help you construct more persuasive sales presentations attuned to your customers' needs. This program will also provide the knowledge and skills you need in order to position yourself strategically as an authoritative source of information in your customers' product or service areas. The goal is to improve your ability to help customers make a positive decision and strengthen the ongoing business relationship.
Combining real-world practice and academic research, this interactive course is designed to enhance and polish sales proposal and presentation skills. Through discussions and exercises, participants will learn to
- develop presentations that enable the customer to see how a product or service will benefit them,
- create custom sales presentations that match the customer's desire to learn, and
- incorporate "trial closes" in a sales presentation without offending customers.
Who Should Attend:
- This program will benefit sales people and sales leaders responsible for preparing and/or directing sales presentations (in writing or in person) for groups of decision makers.
- Better understand the customer's buying process
- Develop information through sales calls that leads to customized proposals
- Interact with the principal customer to ensure that issues of greatest importance to the customer are addressed first in sales presentations
- Give customers enough information to make a decision, using both visual and verbal techniques
- Increase interest by making presentations more interactive
- Persuade the customer to take the business relationship to the next stage of the development process
Christopher Lemley is Co-Director of the Professional Selling and Strategic Sales Leadership Program and an Instructor of Marketing in the Robinson College of Business, where he has taught since 1997. He teaches in Robinson's Professional MBA, MBA, and undergraduate programs. Students have consistently recognized Chris for his excellence in the classroom. In addition, to his duties at Robinson, he has broad international experience, having taught courses at the Caucasus School of Business in the Republic of Georgia and the State Oil Academy in the Republic of Azerbaijan, as well as both Alexandria University and Cairo University in Egypt.
He brings 25 years of real-world industry experience in international advertising agency groups (DDB and Saatchi & Saatchi) to the classroom. With expertise in advertising, direct marketing, sales, and sales management functions, Chris has worked with such clients as Siemens, Twentieth Century-Fox Film Corporation, Sara Lee, Blue Bell, Universal Pictures, The Hoover Company, Federated Stores, and BMG.
He is the author of numerous articles published in a variety of professional magazines. Moreover, Chris is an active consultant in sales training, sales force management, advertising, marketing communications, change management, and marketing in high-risk environments. His consulting clients include Fortune 500 companies as well as smaller entrepreneurial companies. Chris also serves on the boards of numerous not-for-profit and profit-making organizations.
Location
Buckhead Executive Education Center
Cost: $1,190
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