Professional Sales Skills Workshop
March 26 – 28, 2024 | Denver, CO
NOTE: Please login and register as the person who is attending the event. You should NOT register another individual under your personal profile. Each registrant must log in and register separately.
Logging in is easy if your company is a member of NRMCA or you receive emails from NRMCA. Your login name is your full email address and your password is: concrete
If you need to set up a profile for a registrant, please contact NRMCA Membership or 703.706.4800.
Cost: Member: $1,150 | Non-Member: $1,500
Course & Hotel Room Block Location: Courtyard by Marriott Denver Downtown, 934 16th Street, Denver, CO 80202
P: (303) 571-1114
Meeting Room Location: Victory (subject to change)
Hotel Parking: On-site, self-parking is available at the prevailing rate (currently $44/day). Valet parking is not available. Additional fees apply for oversized vehicles. Off-site parking is available at Independence Plaza, which is an independent garage, not associate with the hotel located 0.2 miles from the hotel.
Room Rate: $199 per night plus applicable taxes.
Cut-Off Date: Tuesday, March 5, 2024, or whenever the room block sells out, whichever occurs first.
Airport: The closest airport is the Denver International Airport (DEN) located 24 miles from the Courtyard Marriott Downtown.
Transportation: The hotel does NOT offer shuttle service. A taxi will cost approximately $55 each way from DEN to the host hotel. To schedule a SuperShuttle or shared ride transportation, please contact SuperShuttle directly at (800) 258-3826.
Cancellation Policy: Full cancellation refunds, less a $125 administration fee, will be extended until Tuesday, March 5, 2024. All cancellations after Tuesday, March 5, 2024, will not be refunded. Fee cancellations cannot be transferred to a future class. Substitutions can be made at any time with no penalty. Registration cancellations must be made in writing to: [email protected].
Confirmation of Event: A class confirmation, confirming the course will run as scheduled, will be sent via email no later than COB, Tuesday, March 5, 2024. It is advisable not to make travel arrangements until you receive the class confirmation.
Important/Class Confirmation: NRMCA reserves the right to cancel this event. Class confirmations will be sent to registrants via email no later than COB, Tuesday, March 5, 2024. In the unlikely event the class is cancelled, NRMCA will refund the entire registration fee, but is not responsible for airline and hotel reservation fees. You are responsible for making and paying for your own hotel and travel arrangements.
Course Schedule (subject to change):
Class times: Day 1-2: 8:00 am – 4:00 pm | Day 3: 8:00 am – 12:00 pm
Exam time: Day 3: 1:00 pm – 3:00 pm
Sales fundamentals for sales staff and all mid-level RM staff who interface with internal and external customers.
3 Days of Highly Interactive, Industry-Specific Learning.
SESSION 1: The Changing Role of the Professional Salesperson
An overview of how the selling environment has changed, and how the salesperson must change as well. The professional salesperson’s primary responsibilities are defined, along with the role of the consultative salesperson. Includes an exploration of what customers want, why they buy products and services, and an explanation of “the price game” and how to play it. There is also an introduction to the sales process, as well as an introduction to pre-call planning and preparation.
SESSION 2: Finding Potential Buyers
Three reasons why most salespeople don’t do enough prospecting and eight keys to performing this critical function successfully. How to interface with the four different levels of decision makers. How to reach unreachable decision makers and using channels of access and influence. How to gain recognition and acceptance. Prospecting by telephone, and using a prospect information form. Telephone tips for extensive telephone marketing. How to develop better written communication skills, as well as how to be noticed in a sea of salespeople.
SESSION 3: Creating a Sales Plan
Learn the foundation of good planning, and discover the four key questions which result in successful planning. Explore eight important elements involved in planning. Implementing activities based on knowing the difference between efficiency and effectiveness, the learning how to apply Parado’s Law. How to apply goal setting to sales planning effectively. Managing your time and territory.
SESSION 4: Presentation Skills
The purpose of presentations, deciding on a formal or informal approach, and effective presentation principles are covered in this section. Planning and conducting an effective presentation is detailed, using the three “R’s.” How to build value into your presentation and a discussion on features and benefits is included. Also covered: visuals and using the professionally, third-party testimonials, and references. An explanation of how to use personal stories offers the professional salesperson a “consultative arsenal” to sell “value” to prospects and customers.
SESSION 5: Discovering Customer Needs
How to effectively lead the discovery phase of the sales call, including how to handle premature requests for pricing. How to properly structure a series of probing questions to discover customer needs is offered. Also, an explanation of reflective questions, paraphrasing and re-framing, the three most powerful types of questions for sales success. Why “listening” is more than just a fundamental skill in today’s consultative selling environment. Five ways to becoming a better listener are covered in this session.
SESSION 6: Responding to Buyer Concerns and Completing the Sale
An explanation of why buyers raise concerns or offer objections, as well as the reasons for resistance. The eight steps in clarifying concerns, and how to respond to them. An exploration of what happens when resistance is personal, how to effectively handle disagreements, and dealing with the emotional response to customer concerns. How to remove the procrastinator forward and overcome the skeptic. What to do when resistance seems insurmountable. When to get agreement, gain commitment and complete the sale.
For more information, contact Shawnita Dickens at 703-706-4854