Northwest Region CSIS508

Business Introductions14E093CLAPE

Christine RichardsMay 9, 2014

Credit(s) earned on completion of this course will be reported to AIA CES for AIA members. Certificates of Completion for both AIA members and non-AIA members are available upon request.

This course is registered with AIA

CES for continuing professional education. As such, it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product._______________________________________Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation.

The first and most difficult part of selling our services is getting prospects to pay attention to us and our product/service. Will the prospect remember who we are the next time the need comes up? The likelihood of someone remembering your elevator speech is very slim as we receive up to 5000 messages a day, pay attention to only 6-9, and remember 1-2. In this session, you will craft your message to be the one that will be heard and remembered.

CourseDescription

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the speaker is prohibited.

LearningObjectives

1. Discover the real purpose of introductions

2. Understand the reasons why people buy and why trust is so important

3. Learn why less information is more effective

4. Create their memorable 15-second introduction

At the end of the this course, participants will be able to:

Understanding Business

#1#1 #3#3

#2#2

Successful businesses

solve problems the

best

Value is determined

by the customer

We only determine the

cost

Business

is solving

problems

Business

is solving

problems

IBM Study

50% are Commercial Visitors Drop off literature  30% are Product Pushers Tell everything about

product and service

 18% are Sales Consultants Get in step with

customer and solve problems

 1-2% are a Sustaining Resource Well respected and

the customer calls them about problems

 

Your WordsYour Words Your WordsYour Words70% of people try to avoid problems70% of people try to avoid problems

30% buy opportunities

30% buy opportunities

Why People Buy

Challenging Market Place

$171 billion a year spent on advertising in US in 2011 and 2012

5,000 commercial messages a day per person

3.5 billion brand conversations per day in US

78% trust recommendations over advertising

Word of mouth influences two-thirds of all buying decisions

Kelley Fay Group and McKinsey & Co.Galvin Communications

Persistence Pays Off

44% of salespeople give up after 1st call22% on the 2nd call14% on the 3rd call12% on the 4th call

8% will make more than 4 contacts.

It can take any where from 5-7 contacts to make the sale

Every Sales Interaction

Always Know The End Result

Indifference

Enable Customer To Qualify Themselves

Overcome Skepticism

Fear of Making a Decision

Opening

Investigating

DemonstratingCapability

ObtainingCommitment

Business Introductions

1. Solves a problem for your customer

2. Gain interest only

Thank You

This concludes The American Institute of Architects Continuing Education Systems Course

Christine Richards

Black Belt Business Solutions

Phone: 503-381-6585

www.blackbeltbizsolutions.com

Other Programs Include:

• Sales Training• Customer Service

Behavioral Communication• Handling Angry Situations