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Quote "I am proud to say that I was recently named Primavera's Heavy Hitter of the Year, an award issued to the top salesperson that best exemplifies Primavera software. After working with you and my manager to set my goals for 2002, I am proud to say I hit almost all of them, including selling over $1,200,000 in software and services; a 208 percent increase from the previous year." Quote

Joe Cartin, Account Manager, ETRAC Solutions

Non-selling Professional Programs

ARE YOU CONCERNED ABOUT:

  • Prospecting techniques yielding too few appointments and not enough business generated.

  • Your firm is not getting as many referrals as you would like.

  • Too much focus on your fees.

  • Presentations made BEFORE the prospect makes a commitment.

  • Associates that do not handle objections well.

  • Giving away too much free consulting.

WOULD YOU LIKE TO:

  • Have your firm and partners be perceived as "different" than your competition?

  • Be able to identify the prospect's "problems" with their current firm quicker?

  • Have the prospect reveal their budget BEFORE you give your fee?

  • Have your associates become pros at "bonding & building rapport" with prospects?

  • Continually bring in new business?

The primary objective of this program is to help non-selling professionals take a new and fresh look at the account development process and develop new skills in this area. A commitment to learning new skills and techniques can put the fun and profitability of successfully dealing with prospective clients and existing clients back into your practice and help you develop a strong referral system. The Sandler approach to the business development process is a consultative, low-key approach. Ours is a proven system that will help insure getting the business - a system that is already congruent to the personality of the non-selling professional. Our system will enable you to take control of the account development process and eliminate unpaid consulting. This program has been written and geared toward non-selling professionals who find themselves increasingly responsible for client development and procurement.

Below are quotes from some of our clients:

"Throughout this process, I valued and enjoyed the training and coaching sessions while learning an easy-to-follow process that resulted in increased confidence in finding, qualifying, and developing valued clients."  Michael S. Roscoe, Director of Business Development - Schnabel Engineering Inc.

"I can definitely see how your training and coaching helped me to become more confortable with developing the skills I needed to bring more clients into the firm.  I have learned how to ask for and get referals and to develop a comprehensive business development action plan.  The financial investment the firm has made for your program has already begun to show a healthy return." Richard j. Gerring, Ph.D. - Parente Beard LLC

"When I started with your group, business development was one of the job-related activities in which I had no real confidence.  I did not enjoy developing business, did not feel comfortable with it, and so did not actively pursue it.  You turned the situation around for me. The methods you taught for engaging in conversation with, and qualifying, prospects have made the difference.  My expectations for developing business this first year have been exceeded."Niels Haun - Dann Dorfman Herrell and Skillman

 

To find out more about our Non-Selling Professional training program please call Chuck or Evan at 215-320-4650