Events Calendar

***This package includes all four workshops of the Sales Series, but there is the option of taking the classes individually--see below (in red) for details***

• Build Your Prospecting Plan 
• Book the First Appointment
• Succeed at a Sales Meeting
• Close the Deal

Build Your Prospecting Plan - Tues, 5/8 from 2pm - 4pm

Prospecting is always a challenge - planning it and then, doing it! In this seminar, attendees will recognize the importance of regular prospecting behavior and will learn to develop a plan that best fits their company, market and personailty.

A successful sales process begins with clear direction of what activity is necessary, how much of it is required and which suspects should be targeted to hit sales and revenue goals. This session will help determine the company's Ideal Customer Profile (ICP) and the most effective strategies to reach them. Attendees will create a specific, individual plan to build a balanced process to achieve sales goals.

Book the First Appointment - Tues, 5/22 from 2pm - 4pm

Once a clear sales plan has been established, the next step is to make contact with a decision maker in the organization and determine if it makes sense to schedule a first appointment. In this session, attendees will determine how to develop a compelling message, craft that message into an effective "30-second" commercial, learn to get past gatekeepers and book an appointment to move the sales process forward.

Succeed at a Sales Meeting - Tues, 6/5 from 2pm - 4pm

Once a sales person gets in front of a new prospect, there are 4 key objectives to accomplish: First, build rapport quickly and enhance communication, determine if there is a reason to do business, if the prospect has budget to spend and if their decision process meets the company's criteria. To do this effectively, the sales person must have a defined questioning strategy and several questioning tactics to help get the answers to make these determinations.

Close the Deal - Tues, 6/19 from 2pm - 4pm

While closing should be the easiest part of the sales process (assuming you have attended classes 1 - 3), there are still strategies and tactics to assure a smooth presentation and tactics to create a referral business long term. In this seesion, attendees will put the sales process together and learn how to effectively close the deal.

Presenter(s): Steve Parry, President of Sales Productivity Consultants, Inc.

Cost: $79/attendee for series, $69/attendee with Chamber membership

***$30/attendee per class **If you would only like to attend a class(es) and not the entire series, please call Rachel Garcia 303.442.1475x2

Location: Boulder SBDC @ Boulder Chamber, 2440 Pearl St, Boulder, CO, 80302 (MAP/DIRECTIONS)

The Colorado Small Business Development Center Network is partially funded by the U.S. Small Business Administration (SBA.) The support given by the SBA through such funding does not constitute an expressed or implied endorsement of any of the co-sponsors' or participants' opinions, products or services. The Colorado SBDC is a partnership between the Colorado Office of Economic Development and International Trade, the SBA, Colorado's institutions of higher education and local development organizations.