Conversations Catalogue: Canada Feb. 2016 - Page 23

Are You Listening? In The Long Tail, Chris Anderson explains the three areas of impact the Internet has had on the way we, as a society, buy and sell goods and services. In this conversation, we tackle how to apply the learnings from Anderson’s book directly into our own sales process. *This conversation is designed and best suited for sales teams. WHAT YOU’LL BE COVERING • Variety, customization, and accessibility are major factors in customers’ buying decisions. • Re-examine key stages of the sales process with the purpose of identifying (and then maximizing) opportunities for customization by the client. • Make the sale by connecting the new to something familiar. • Collect data and learn the value and process for effectively following up on a sale. Being Remarkable Being “a little bit better” than the competition doesn’t work anymore. Referrals, reputation and “buzz-worthiness” all come from being remarkable. Teach your team members how to turn their standard interactions into something noteworthy. WHAT YOU’LL BE COVERING • Being “remarkable” has gone from a “nice to have” to essential to long-term success. • Identify the attributes of your biggest supporters and how to maximize those relationships to build business. • Each employee that touches a potential customer has the ability to be remarkable. • Brainstorm ways to be remarkable when interacting with your client/potential client base. “These conversations are so addictive! Through these highly participatory, focused learning sessions I am confident that I have strengthened my professional foundation, challenged stubborn ways of thinking and pushed myself (and my team) to implement acclaimed best practices. Actionable is the way to train your whole team in today’s demanding corporate environment.” —DANIELLE LUNDY, SALES MANAGER, THE FAIRMONT ROYAL YORK HOTEL WWW.ACTIONABLECONVERSATIONS.COM COMMUNICATION 23