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Date & Time: May 21, 2009, 3:00PM to 5:00 PM
Location: 12565 Research Parkway, Suite 360, Orlando, Florida
32826
Presenter: Suzie DeBusk, CxO Value Partners, Inc.
Sponsor: UCF Business Incubation Program
Fee: $20 (Free to Incubator Clients)
Please RSVP to Renee Ayala at 407-882-0202 or via email rayala@mail.ucf.edu
In this economy you must reach out and penetrate qualified senior
management prospects to increase your revenues and grow your
business. The fastest way to reach your sales goals, increase
your sales pipeline and shorten your sales cycle is by cold calling.
Yet many salespeople and business owners feel uncomfortable cold
calling because they are unsuccessful when they try to break
through the senior management "no call zone."
With our approach, you can immediately position your firm to
become a peer in the boardroom instead of a vendor in the hallway,
and you can start connecting with senior management. Our sales
cold calling method is a proven, step-by-step process that has
been taught to over 30,000 salespeople worldwide.
If you are trying to cold call Vice Presidents, CFOs, CIOs or
CEOs and want success . . . then this seminar is for you.
Agenda
- Why should a senior executive talk with you? How to create
value over the phone
- Finding clients and penetrating their
no-talk zone
- Developing your sales value proposition to put
your business value in front of you
- Management telemarketing
do's and don'ts that most salespeople don't know
- 9 steps to
build tactical telemarketing scripts that work with management
- How to manage gatekeepers
- OK you got through, now what
do you say?
- How to set up your first in-person appointment,
qualify the prospect and prove to them that you are an industry
specialist
- How to create executive language so prospects see
you as a peer instead of a vendor
- 3 business drivers that
force management to buy and how to use them as selling tool
- 7 questions you need to ask every prospect to confirm they
are a qualified buyer, not a professional looker
- How to position
yourself as a thought leader with the prospect on your first
appointment
- How to communicate like a peer to prospects so
they openly tell you their business problem.
Suzie DeBusk is president and founder of three companies including
her most recent, CxO Value Partners, Inc., an international consulting
company focused on sales, marketing, strategy and leadership.
She is a risk-taking adventurer, African guide, professional
speaker, serial entrepreneur and leadership best practice thought
leader.
Suzie’s experience ranges from providing executive and leadership
coaching to Fortune 50 executives to sharing proven success methodologies
to start-up entrepreneurs. Suzie and her team of facilitators
integrate practical business examples with the laws of jungle
leadership survival.
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