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Fox Valley SCORE - Sales, Negotiating, Decision-Making: Make Your Best Deal
Selling, negotiating, and deciding are some of the hardest tasks for the small business owner. Use this workshop to learn how to turn prospects into profitable customers This workshop targets in business owners who manage their own sales activities , who have sales resources working in the business, or are planning to build a sales team.
Veteran consultant and author Tom Gray will explain techniques to size your sales effort, attract distributors, make and manage sales, negotiate, and make good decisions. What you will learn:
* How to use the Sales Funnel to “size” the sales effort
* Distributor considerations in deciding to take on a supplier
* Some sales techniques
* Sales compensation techniques vs. behavior
* Sales support techniques
* Negotiating techniques
* Decision-making techniques
“Profit Spotter” Tom Gray helps business owners grow profits, and guides those considering a sale. His proven techniques cover marketing, managing people, and improving operations, as well as business planning and financing. He is a management consultant, MBA Professor, and author. His credentials include Certified Turnaround Professional (CTP), Certified Business Development Advisor, and Certified SCORE Mentor. His latest book, Business Techniques for Growth: More Tools for Small Business Success, extends his commitment to providing the business community with useful insights and tools to manage their business. After a 30 year career at Ameritech, Tom has been President of his own consulting firm since 2000. In addition, he has been interim CEO and Director at two small NASDAQ companies, Co-Chair of the Pro Bono Committee of the Turnaround Management Association (Midwest Region), current member of MBBI: Midwest Association of Business Brokers and Intermediaries, and former member of SCORE Fox Valley.