RIS - Sales & Business Development Course

(1 1/2 Training Days)

  • Marketing Strategies

      "Services" - The Invisible Product

             Targeted Prospecting

             Affinity Groups

             Marketing Materials

 

  • Status of the Market

      Purchasing Patterns - Luxury vs. Essentials

             Tech Industry Analysis - Retail vs. Custom Install

      

  • Buyer Profiles

Understanding Why People Buy

Psychographics of the Ideal Client

Buyer Demographics

The Joy of Buying

 

  • Personality of the Installer

Who Are We

Identifying With Our Clients

Switching Our Thinking

Defining “Your” Firm

 

  • Identifying & Executing "The Sales Process"

Who’s Needs Our We Analyzing?

Needs vs. Wants

Interviews vs. Conversations

Setting of the First Meeting

        Location

                  Participants

                  Your Tools

 

  • Reading Your Client(s)

Core Listening Skills                  

Obtaining Confirmation                   

Empowering Your Clients

 

  •      Creating Proposals

How Much is Too Much

Is It Duplicatable?

Pricing Strategies

 

  • Closing Vs. Opening

Closing a Sale

Opening a Relationship

 

  • Manufacturers & Sales

Working with Manufactures

Sales Support Structure

Technical Support Structure

Global Presence

Brochure Materials

 

  • Embracing Competition

Competing Manufacturers

Competing Integrators

Distinguishing Factors

 

  • Defining Your Firms Passion & Vision

Core Competencies

Unique Skill Sets

Owner/ Employee Rolls

 

 
 

To register for this event and/or other up coming training courses contact:

Home Controls, Inc. 800-422-4024, (ext. 133)  or brian@homecontrols.com
 

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