Business Development in a Tough Economy

Seminar part of TAB/SBE 2009
Renaissance Austin Hotel (directions)

Business Development in a Tough Economy
Kennen Williams, Noll & Associates

Business Development in a Tough Economy is a highly interactive seminar covering a "5-Step Strategic System" of prospecting, qualifying and approaching new and difficult accounts.

Prospects are inundated every week by dozens of competing media salespeople trying to get their collective feet in the door.

This session will show account executives how they can separate themselves from the pack and gain that most important first appointment.

Focus will be on each market's own strengths and unique selling needs.

Topics include:

• Where is Our Business Today and Where is It Going?
• Identifying the Stages of the Selling Relationship
• Why Don't Clients want to See Us?
• What Makes for a Qualified Prospect?
• How Do I Get in the Door?
• What to do When the Client Says Yes to a Meeting
• How to Open a Meeting
• Questions to Ask and Avoid in the First Meeting
• How to Follow up the First Meeting
• Presenting the Business Solution

Participants will:

• develop a prospecting strategy providing greater confidence
• increase the number of qualified appointments and sales opportunities
• conduct more effective face to face client meetings
• generate new revenue
• make more money!

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