The first Sales on Fire was so popular - we are back again for three more half-day training sessions focused on winning work for your firm! Are you ready to work with senior level technical professionals from your firm and build a platform for hot results? If so, register for this FREE member-only event. All attendees must register and seats are limited so sign up today!
This is a members-only event; however, we are allowing participants to register 1 guest - a senior manager, director, or principal from your firm - to attend the Sales on Fire sessions with you. It is a great way to introduce them to SMPS and the benefits of our programs. The series has been tailored to help educate and energize you and your colleagues in an effort to win more work.
** Parking **
A parking attendant will be at the gate 15 minutes prior to the event starting and 15 minutes after the event begins. Anyone arriving early or late (outside those times) will need to park in the 2 hour visitors parking and move their car when the attendant is there or they’ll need to get a pink parking tag to show on their car.
Sales on Fire: Let’s Be Frank: How to Engage in Direct Dialogue to Achieve Higher Revenues and Better Margin
Successfully marketing professional services is dependent on effective communication that builds relationships. Yet, most of us get it wrong. Yes, there are other issues involved like having solid products and services, competitive pricing, good execution and strong support. But, even with all those other elements in place, very few people—and companies—will purchase professional services from someone they don’t like or do not feel has their best interest at heart.
Instead, the client or prospect will make vague excuses, delay, mislead you that they chose someone else based on price, or simply stop returning your calls. Regardless, if your firm doesn’t engage in direct dialogue opportunities will be lost.
Based on two proven performance systems—Crucial Conversations and Power of Persuasion—Let’s Be Frank will teach you how to engage in direct dialogue to achieve:
- Higher contract closing ratios
- Better margins
- Shorter decision cycles
- Increased accountability, insight, clarity and accuracy on the sales pipeline
- Knowing when to walk away early from opportunities you just can’t win
Let’s Be Frank participants will not only learn the principles of direct dialogue and persuasion, they will also practice these trusted techniques in several “roll up your sleeves and do it” role play scenarios based on common real-world situations:
Marketer to Prospect
- The 7 magic questions every business development person must ask to properly qualify prospects and opportunities
- The 6 psychological principles of persuasion that cause a person to say “yes”
Business Development Manager to a Difficult Project Team
- How to find common ground and shared goals with even the most difficult clients
- How to maintain or save the account without giving away margin and services
- How to present to a committee
Senior Management to Business Development Manager
- How to set mutually realistic goals and expectations to which the BDM agrees and enthusiastically takes ownership
- How to measure, track and hold your BDM accountable to those goals
Let’s Be Frank is lead by two seasoned business professionals with over five decades of combined expertise.
Lunch will be provided.
 Sandy Blaha, President at Sandy Blaha Performance Consulting
Sandy Blaha is a performance management and leadership development expert. As an author, presenter, trainer, facilitator and coach, Sandy builds organizational capacity with a focus on strategy, leadership development, talent assessment and execution discipline. She works with owners and senior executives nationwide to insure their companies’ legacies.
Ms. Blaha is the author of Passing the Torch: A Toolkit for Leadership Development and Transition, Stepping Stones: 5 Essential Steps for Transition Success, Exit Planning: The Leadership Succession Challenge and The Leadership Mindset™.
 David Rippe
David Rippe has generated hundreds of millions of dollars in increased sales for his clients. Specializing in business development and strategic marketing communications David has helped hundreds of organizations including IBM, Wendy's, Microsoft, Sony, Navigant, Xerox, Kendle International, Ingram, 3Com, Cisco, Saunders, DeVita & Associates, Inner-City Teaching Corps, UNESCO, and many more.
In addition, David offers extensive expertise in executive coaching, developing strategic marketing communications strategies, and business plans helping organizations grow rapidly—and intelligently.
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