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Business Development and Sales Strategies
for Working Professionals
Tuesday, June 14, 2016 UCF Executive Development Center
Agenda
7:458:30am RegistrationandBreakfast
8:308:50am SessionWelcome&Introductions
8:5010:00am ProfessionalSelling:AnOverview
Businessdevelopmentvs.marketing
Abriefoverviewofthetypesofselling
Theimportanceofrelationshipsinbusinesstoday
Keydifferencesbetweensellingaproductandaservice
2keywaystogrowyourbusiness
o Identifyingopportunitieswithnewclients
o Identifyingandearningadditionalopportunitieswithexistingclients
10:00–10:10am CoffeeBreak
10:10am12:00pm TheSoftSkillsofSelling
Communicationtips
Adaptiveselling
o Usingbuyersocialstylestoconnectwithclients
12:001:00pm NetworkingLuncheon
1:002:45pm TheSalesProcess
Builtaroundhowclientsbuy
Prospectingfornewbusinesssourcesofleads
Theclientmeeting
o Strongfirstimpressions/meetingopenings
o Gainingtheclient’sattention
o Buildingrapport
o Identifyingtheclient’sneedsmostimportantpartofthemeeting
o Presentingacustom
recommendation
o Overcomingclientconcer ns
o Askingforthesale
Effectivefollowup
2:453:00pm CoffeeBreak
3:00–4:00pm Roleplaypractice
4:00–4:45pm Roleplaydebrief&sessionwrapup
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