Date and Time
Tuesday Sep 21, 2021
7:30 AM - 9:00 AM CDT
Location
Zoom Meeting (Zoom link provided in the event email confirmation)
Fees/Admission
$15 - Members & Future Members
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Description
Join the Aurora Regional Chamber of Commerce's Professional Sales Development virtual session on Tuesday, September 21, 2021 from 7:30a - 9:00am. The session topic is "The Power of Selling to Value through Client-Driven Discovery Approaches."
The session will be facilitated by Shawn Green, Aurora University with featured guest speaker Bob Parks, Co-Founder and Senior Partner of the Strategic Enhancement Group.
SESSION TOPICS
The session will address the key aspects of how a value-based sales discovery approach works with the buyer directly and helps move the sales process forward.
THE PROBLEM
In a recent study of buying executives, 94% indicated that they want salespeople to engage them in a business impact discussion—but those same executives indicated that only 25% of salespeople are effective in this regard*.
*Global Executive Buyer Insight Online Survey
COMPETING VALUE AGENDAS
The problem is that customers and salespeople often have different agendas for a call. Customers observe that 80% of salespeople focus on value for the seller and only 20% of salespeople focus on value for the customer.
This gap between what buying executives value and what they get is driven by three critical elements: the intention of the salesperson, the science of creating value, and the art of asking the next question.
The purpose of this session is to map out the intent, science, and art of selling to value.
ATTENDEES WILL BE ABLE TO:
ABOUT THE SPEAKER
Bob Parks is co-founder and Senior Partner of the international training and consulting firm, Strategic Enhancement Group. Since 1984, SEG has worked with clients in 38 states and 30 countries. Bob has over fifty years of experience in business, holding sales, sales management, executive management and board of directors positions with three international companies. Bob earned his Executive MBA from the University of Chicago and has a certificate in Education for Ministry from the University of the South.
This sales discussion will be interactive and an excellent opportunity to learn from one another.
The session will be facilitated by Shawn Green, Aurora University with featured guest speaker Bob Parks, Co-Founder and Senior Partner of the Strategic Enhancement Group.
SESSION TOPICS
The session will address the key aspects of how a value-based sales discovery approach works with the buyer directly and helps move the sales process forward.
THE PROBLEM
In a recent study of buying executives, 94% indicated that they want salespeople to engage them in a business impact discussion—but those same executives indicated that only 25% of salespeople are effective in this regard*.
*Global Executive Buyer Insight Online Survey
COMPETING VALUE AGENDAS
The problem is that customers and salespeople often have different agendas for a call. Customers observe that 80% of salespeople focus on value for the seller and only 20% of salespeople focus on value for the customer.
This gap between what buying executives value and what they get is driven by three critical elements: the intention of the salesperson, the science of creating value, and the art of asking the next question.
The purpose of this session is to map out the intent, science, and art of selling to value.
ATTENDEES WILL BE ABLE TO:
- Develop a more open and productive dialogue with your customers and clients.
- Learn how to identify new value and what is meant by new value.
- Gather relevant information based on activities that create value.
- Match product capabilities to value-creation actions
This sales discussion will be interactive and an excellent opportunity to learn from one another. You will not want to miss this opportunity!
SESSION FORMAT
SESSION FORMAT
7:30 AM Introductions & Company Pitch
8:00 AM - 9:00 AM Workshop
ABOUT THE SPEAKER
Bob Parks is co-founder and Senior Partner of the international training and consulting firm, Strategic Enhancement Group. Since 1984, SEG has worked with clients in 38 states and 30 countries. Bob has over fifty years of experience in business, holding sales, sales management, executive management and board of directors positions with three international companies. Bob earned his Executive MBA from the University of Chicago and has a certificate in Education for Ministry from the University of the South.
This sales discussion will be interactive and an excellent opportunity to learn from one another.
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