northwest region csi s508 business introductions 14e093clape christine richards may 9, 2014
TRANSCRIPT
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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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
Indifference
Enable Customer To Qualify Themselves
Overcome Skepticism
Fear of Making a Decision
Opening
Investigating
DemonstratingCapability
ObtainingCommitment
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