Business Development and Sales Strategies
for Working Professionals
Tuesday, June 14, 2016 ▪ UCF Executive Development Center
Agenda
7:45‐8:30am RegistrationandBreakfast
8:30‐8:50am SessionWelcome&Introductions
8:50‐10:00am ProfessionalSelling:AnOverview
Businessdevelopmentvs.marketing
Abriefoverviewofthetypesofselling
Theimportanceofrelationshipsinbusinesstoday
Keydifferencesbetweensellingaproductandaservice
2keywaystogrowyourbusiness
o Identifyingopportunitieswithnewclients
o Identifyingandearningadditionalopportunitieswithexistingclients
10:00–10:10am CoffeeBreak
10:10am‐12:00pm TheSoftSkillsofSelling
Communicationtips
Adaptiveselling
o Usingbuyersocialstylestoconnectwithclients
12:00‐1:00pm NetworkingLuncheon
1:00‐2:45pm TheSalesProcess
Builtaroundhowclientsbuy
Prospectingfornewbusiness–sourcesofleads
Theclientmeeting
o Strongfirstimpressions/meetingopenings
o Gainingtheclient’sattention
o Buildingrapport
o Identifyingtheclient’sneeds–mostimportantpartofthemeeting
o Presentingacustom
recommendation
o Overcomingclientconcer ns
o Askingforthesale
Effectivefollow‐up
2:45‐3:00pm CoffeeBreak
3:00–4:00pm Roleplaypractice
4:00–4:45pm Roleplaydebrief&sessionwrap‐up