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Winning More than Your Share of Projects…in a Challenging Economy

Thursday, October 25
Noon-1:30pm
1.5 CES LUs
Please RSVP to events@aiaeb.org

Location: Dahlin Group Architecture & Planning
5865 Owens Drive
Pleasanton, CA

Business owners tell us there is continuing pressure on price; that they are experiencing excessive stalls from their prospects; and that new business remains difficult to close. Yet most firms have done little to significantly change their business development strategies and processes. Join us to discuss new approaches to the following issues:

–       Getting in front of more new prospects on a regular basis

–       Avoid wasting time chasing unqualified prospects

–       Why we frequently hear “I want to think it over” or some form of “maybe”

–       Shorten the time to get a decision

–       Price is never the real issue (unless you are viewed as a commodity)

–       Balancing time servicing current clients and prospecting for new business

–       How your attitude and self image can impact your results

About the Presenter: Joe Diliberto, Allied Member is the President of the Sandler Training Center in the East Bay. He is a nationally recognized speaker and specializes in helping businesses find new clients and enhancing their skills at selling professional services.

Learning Objectives:

Participants will learn:

1)      Business development skills to help qualify or disqualify opportunities more effectively to minimize time chasing project with a low probability of winning

2)      Consultative approach to selling professional services so that they can shift from a passive to a more active role without looking like they are in “selling” mode

3)      A process to identify and quantify pain points to help focus on the clients issues that matter the most to them and to help you differentiate your services

4)      How to shorten the time to get a decision and improve your win rate

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