Thank you for your interest in Doug Dvorak's
Selling Up in Tough Times® |
|
Services Description:
|
Doug Dvorak |
Keynote Address or Workshop
What is SELLING UP IN TOUGH TIMES?
“Selling Up in Tough Times” is not just
a workshop or seminar, it is an attitude
adjustment!
Approaching the marketplace with your
product or service in these uncertain
economic times can be a daunting task….
less than 50% of today’s
business-to-business salespersons have
ever sold during an economic downturn.
One of the great penalties of the
longest business expansion in U.S.
history (the Nifty ‘90s) is that an
entire generation of sales professionals
have worked all of their professional
lives knowing nothing about selling in
hard times and how to deal with them.
Even if you do remember downturns in the
‘70s or ‘80s, selling in a recession is
likely but a distant memory.
So what’s the plan? What are the selling
strategies and tactics for a reeling
economy? This workshop will discuss the
skills, the strategies, and several
solutions to respond positively and
creatively in these potentially
stressful times.
“When someone says that the free market
isn't working, what he means is that he
doesn't like the way the free market is
working."
-Nicolas Martin, "Indianapolis Star"
“The road to positive thinking is strewn
with the abandoned vehicles of the
faint-hearted. “
-Peter McWilliams
Who Needs a Selling Up in Tough Times
Workshop?
• Individuals or organizations that are
customer oriented
• Individuals or organizations whose job
it is to produce sales results
regardless of economic conditions
• Individuals or organizations
experiencing confusion as to how to
proceed and formulate a successful sales
strategy/process in today’s conditions
• Individuals or organizations who need
a sales skills adjustment to prepare for
the ‘new game out there’
• Individuals or organizations that want
to remain positive in a seemingly
negative business environment
What you will learn:
• Recognize the realities of
Consultative Selling
• Understand what Consultative Selling
is and is not
• Learn the key steps in adjusting
attitudes toward customers and
conditions, while adding value and
maintaining margin integrity
• Begin to look at also adjusting
selling skills in these uncertain times
• How to leverage and harness the powers
of good-will and ‘care-man-ship’ into
renewed customer relationships and new
customers
• How to leverage and harness the powers
of the internet and search engines such
as Google, Yahoo and MSN to build and
enhance your sales pipeline
Understanding the nature of Selling Up
in Tough Times:
• Techniques for managing your existing
customer relationships
• Recognize techniques that will enhance
those most valuable relationships
• Avoid personal factors that will limit
your willingness to change with the
times
Understanding the Selling Up in Tough
Times Process:
• How to discover the changes needed
• How to create new strategies and
tactics
• How to understand what is in the
customer’s world these days
• How to differentiate yourself from the
competition
• How to create value propositions that
offer lasting value
• How to beef up your basics in a
pessimistic business climate
• How to develop and write Unique Value
Propositions (UVP) with ROI focus
• How to achieve your goals and
objectives
Workshop Deliverables:
• How to develop a plan that will work
• How to clarify the murky for your
customers and add value
• How to maintain your best customers
• How to develop a plan for finding and
selling new customers
• How to develop a positive approach
that adapts but doesn’t waffle
Duration:
One-hour keynote OR half-day abridged
version is delivered in a 3-4 hour
format OR
Complete version may be delivered in a
6-8 hour format
Equipment Required:
• Overhead / LCD projector and screen
• Wireless lavaliere microphone
The program can be customized for any
event including:
• Breakout Sessions
• Breakfast / Lunch / Dinner Events
• Association and Corporate Meetings
• Management Conferences
• Corporate Retreats
• Special Events
|
|
|
Program Fee:
|
• $5,000.00 - Keynote
• $6,500.00 - Keynote and/or break-out
or half-day session
• $7,500.00 - Keynote and/or break-out
or full-day session
• Travel expenses billed separately |
|
We look forward to working with you and your organization.
|
|
|
