The Art Of Selling Has Nothing To Do With Selling
August 10, 6:00 PM - 9:00 PM
Sales Leaders' Roundtable
To sell effectively in today's market, you must cease selling, proposing,
answering objections and closing.
Event to Outlook
450 North Cityfront Plaza Drive
6:00 - 6:30 pm: Registration & Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Cash Bar reception in the Midway Club
Richard P. Farrell
Cost & Registration:
There is no charge for this event.
Please register by 8/10/2005
Directions & Parking:
A map of the area, including parking facilities, is available online.
The 201 East Illinois lot offers a special UC rate with validation. Have
your parking ticket stamped at the service window on the first floor of Gleacher
Ken Nordine, '97 (XP-66)
The Art of Selling has Nothing to do with Selling:
To sell effectively in today's market, you must cease selling, proposing, answering objections and closing. Your goal is to play the role of an objective third party observer at the selling event. This non-selling posture allows you to be a 'change agent' who is looking for problems and justification for change. This requires you to ask tough questions to determine motive, means, timing, understanding of competing initiatives and the decision process to institute change. Sales people must transition from product centric transactional sellers to neutral business strategist and advisors. At this roundtable, you will discover how to establish a sales methodology that will maximize your leverage and gain you greater control in the selling process.
You will learn:
How the feature/benefit style of selling will marginalize
your selling position and reduce you to a commodity.
Why the mandate
of sales people is to play the role of a neutral 'change
agent' and help clients independently discover on their
own if they
have a compelling reason to change and what the cost of change represents
Why selling is no longer just 'what are your requirements/application
needs and how can we meet them?' Now it is 'what is your company's
vision/mission, your critical success factors and what is preventing
you from achieving them'?
Why the value of product knowledge
is being diminished in today's marketplace and being
superceded by industry knowledge,
of your customer's
business and knowledge of your customer's clients. Building
a product superiority justification is being replaced by
building a sound
business case and a ROI
Why traditional skill sets in persuading and convincing
are far less important in today's marketplace. What
one company from
another is their ability to be a business resource,
a strategic advisor, an objective partner and a business
Why your value propositions and your added-value
are now valueless in today's competitive marketplace.
Why sales managers may be unwittingly sabotaging the company's
Why sales people should adopt a 'non-selling
posture'. The goal of their sales call is
to have prospects sell
them as opposed
putting all their
effort into selling prospects.
Richard P. Farrell
Vice President, Selling Dynamics
Richard P. Farrell is Vice President of Selling Dynamics and has been employed for 10 years. Having been responsible for sales, marketing and business development for nearly 25 years, Rick is qualified to develop and present proven strategies and real world, practical information to his audiences to help them become more successful and effective business owners, managers and sales professionals.
His 'real world' approach and 'non-seminar theory', drawn from his Fortune 500 and small company background, allows you to come away with a better understanding to create positive, long-term outcomes in your personal and professional roles. Today in his role of VP of Selling Dynamics, Rick continues to actively sell, prospect and manage client relationships in addition to the high performance training and development program he personally conducts.
His passionate, provocative and counter-initiative style encourages audience participation, learning and improvement while providing practical usable information.
Rick stresses a non-selling posture that allows the sales person to play the role of a 'change agent' rather than a product centric transactional sales person. He has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In doing so he has helped identify performance and personnel gaps and provided sales plans to help track, measure and execute objectives to increase the company's bottom lines.
Because of his unique position of 'selling has nothing to do with selling,' he has been written up in numerous national and international publications and journals. www.sellingdynamics.com