Upcoming Workshop Date and Location: To be announced
Member Tuition: $1,695*
(Additional attendee from the same dealership: $1,195)
Non-member Tuition: $2,125 (Includes a one-year BTA dealer membership.)
*BTA members may apply their $250 discount coupon received with their membership toward this workshop. Redeem your coupon upon registration by entering promo code: $250Coupon
From equipment to software, MPS, MNS and everything in between, today's dealership has more to offer clients than ever before. But how effective is the dealership in selling all of those things? Is there a perception that each opportunity has a different sales process — either by the solution type or by the rep? Today's sales professionals not only need an updated sales approach to be successful today and into the future, but also a repeatable sales process that provides a consistent framework for all that they sell. This workshop is a sales transformation course focused on understanding, utilizing and implementing this sales process in order to establish increased:
This workshop, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales process that works by enhancing sales performance today and providing the tools to be successful in the future.
- Consistency and repeatability
- Confidence and activity
- Differentiation and credibility
- Role clarity and specialization
- Client interaction and impact
- Efficiency and closed business
While learning the sales process, special focus will be given to business process improvement, including:
Who Should Attend: Anyone who would benefit by having a repeatable, interactive sales process that can properly identify, position and close all that we have to offer: dealership principals, sales managers, sales reps and specialists alike
- How to identify business goals and the business processes that affect them
- How to effectively resolve those business processes via business process improvement
- How to get to the right level, establish "buy-in" and close more deals
- How to develop your sales team and specialists
- How to utilize an effective account review process to expand your relationships pre- and post-sale
Lunch and breaks provided.
- Day One starts at 8:30 a.m. and ends at 5 p.m.
- Day Two starts at 8:30 a.m. and ends at 4 p.m.
To be announced
Mitch Morgan is a partner at Growth Achievement Partners. He founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005. He can be reached at firstname.lastname@example.org or at (913) 269-7255.
Chris Ryne, a partner at Growth Achievement Partners, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team. He can be reached at email@example.com or at (913) 522-5454.
"We were looking for a way to move our company beyond the sale and service of MFPs. This workshop showed us how to do that and what tools to use."
Northern Business Systems
"Chris and Mitch are great presenters who keep the material interesting and interactive. The lessons offer a unique approach to the sales cycle that even the novice sales rep can implement with a little practice."
Sharp Electronics Corp.
New Lenox, Ill.
"I feel that I will be much better equipped to approach customers in the correct way, which will lead to more closes. The material was very good and covered what I was looking for from a strategy standpoint."
Northern Business Machines
"Chris and Mitch conducted an informative, high-energy, interactive class. I see many benefits to what was taught and how I can go 'deeper and wider' into my account base."
Network Imaging LLC
"Both Mitch and
Chris were very knowledgeable of the program and have lived the system for three years. That level of proficiency was on display throughout this workshop. It was time well spent! I look forward to working this program."
Digital Document Imaging Specialists
"The course was valuable for our attendees, and is worthwhile for continuing a transition into more solution sales. One of the benefits for our company was working together as a team to develop specific actions that we could implement when we get back. Ideally, I would recommend a dealership send someone from the executive team, sales management, as well as employees who are directly involved in selling solutions."
Coeco Office Systems
Rocky Mount, N.C.
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