Conquering
Uncertainty
Selling in the Eye of the Storm
Key economic indicators point to a near term economic
slowdown. During such times, many companies cut
spending and reduce headcount in order to ride
out the economic storm.
If you are in sales, customers
will pressure you for big discounts, and the competition
for existing and new clients becomes fiercer than
ever. Do you have the tools, skills and strategies
to help your sales organization thrive when the
economy slows down? We do!
 Conquering Uncertainty,
Selling in the Eye of the Storm is a unique,
power-packed event to help you not just ride out
the storm, but to blast through it and achieve greater
results than ever before. Learn how you can take
market share from your competitors while they struggle
in the eye of the storm.
| During
this 7.5 hour workshop you will learn |
| |
• |
Ten trends creating the perfect storm |
| |
• |
Which core selling
competencies and tools the world's best selling
organizations are building to ride out the Storm
|
| |
• |
How buyer behavior
changes during recessionary times and how best
to adapt to these changes
|
| |
• |
How to better match
your products and services to value-focused buyers
|
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• |
How web touch selling
can increase customer contact while decreasing
travel costs
|
| |
• |
A 5-Step negotiations
process designed to create value for both buyers
and sellers
|
| |
• |
20 commonly used
negotiations tactics and counter tactics |
|
|
| Event Schedule: |
| Houston, Texas |
February 20th, 2008 |
| Charlotte, North Carolina |
March 5th, 2008 |
| New York City, New York |
March 25th, 2008 |
| Boston, Massachusetts |
April 16th, 2008 |
| Los Angeles, California |
April 30th, 2008 |
| Agenda |
| |
8:30 am -
9:00 am |
Breakfast |
| |
9:00 am - 9:45 am |
10 Trends creating the “Perfect Storm” that will determine the success or failure of your sales team. How technology, demographic and globalization shifts on a massive scale have permanently changed the selling landscape. |
| |
9:45 am - 10:30 am |
The three key buying motivators, how they shift during periods of market adjustments and slow growth, and how to clearly link your product or service directly to the correct motivator. Strategies and tools for building and solidifying client relationships based on changing buyer behavior. |
| |
10:30 am - 11:30
am |
Customer segmentation strategies for 2008. Traditional segmentation models will fail. How to identify where to invest your sales resources for maximum return and quota attainment.
|
| |
11:30 am
- 12:45 pm |
LUNCH
sponsored by WebEx
Web-Selling 2.0 strategies.
How to best utilize the internet to increase
deal flow, decrease travel time and costs, increase
meaningful interactions between your sales force
and your clients, and outsell your competition |
| |
12:45 pm
- 2:15 pm |
How to shield your
company from increasing requests for discounts
and better terms. Best practices for negotiation
preparation, discussion, proposal, bargaining
and evaluation |
| |
2:15 pm
- 3:15 pm |
Twenty tactics used
to gain concessions, and the corresponding 20
counter tactics |
| |
3:15 pm
- 4:00 pm |
Negotiations Jeopardy
|
| |
4:00 pm
- 4:30 pm |
Creating your personal action plan and closing comments |
SPACE
IS LIMITED TO 20 PARTICIPANTS
$550
PER PERSON
The first 10 registrations receive 50%
OFF ADMISSION.
|
|
About
Baker Communications
Over the last
30 years, Baker Communications has trained
over 1,000,000 professionals from over 50%
of the fortune 500, including:
•
7 of the 10 most profitable
• 6 of the 10 with the highest market cap
• 16 of the top 20 with the highest revenues
• 9 of the top 10 chemical companies
• 4 of the top 5 banks
• 4 of the top 5 oil and gas companies
• 4 of the top 5 technology companies
• 6 of the top 10 telecommunications companies
• 6 of the top 10 pharmaceutical companies
We
conduct over 200 sales and professional development
workshops each month for more than 1,000 active
clients. Workshops are delivered in English,
Japanese, Spanish, Portuguese, Korean and Chinese.
Our sales training experts are strategically
located across North America, Latin America,
Asia and the Middle East. Baker Communications
has the depth and breadth to improve your sales
team's productivity, increase sales management
effectiveness, and help you positively impact
your profitability in a slowing economy.
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