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Objectives

• Complete a SWOT matrix.
• Choose appropriate clients for an advisory panel.
• Narrow the field of prospective clients.
• Complete the three steps of the consulting strategy.
• Calculate a client’s return on investment.
• Complete the six steps for solving a client’s problems.

The Delegates

Individuals who want to learn how to use various sales strategies to improve their sales approaches.

Contents

• Background Information
• Correctly list the six basic steps of the sales process.
• Identify three selling strategies.
• Study the Market
• Analyze your competitors.
• Complete a SWOT matrix.
• Choose appropriate clients for an advisory panel.
• Research commercial clients.
• Narrow the field of prospective clients.
• Consult with Your Clients
• Correctly list the three steps of the consulting strategy.
• Complete the three steps of the consulting strategy.
• Calculate a client’s return on investment.
• Develop Solutions
• Ask two specific questions before helping clients find solutions.
• Correctly list the six steps for solving problems.
• Complete the six steps for solving problems.
• Identify implied need statements.

The Discount

10% in case of Three P. (or more)