Selling Yourself Short? Why EQSP Will Help You Better Position Your Business to Your Ideal Customer

In this complimentary 4- week learning series you will get familiar with the consultative 7-Step Sales Process and how to incorporate EQSP into your sales approach for future success and growth.

One of the most important, yet undervalued skills to master in both business and life is “selling”. Whether you are doing this in a job interview, delivering a presentation, selling a product to a potential customer, or even trying to communicate with a colleague, family member, or a friend – understanding the importance of your approach will make all the difference in your success. You don’t need to work in retail/sales to benefit from this workshop series.

Workshops:

All workshops will take place virtually from 1-2:30 pm

• October 20th
• October 27th
• November 3^rd
• November 10^th

+ BONUS Mastermind Class November 24^th at 1 pm.

This workshop series will be facilitated by The David Cohen Group presented in partnership with FedDev.

Workshop Series Outline:

In this 4-week learning series you will get familiar with the 7 Step Sales Process (a consultative sales approach). We will also incorporate the EQSP approach to selling as well, which focuses on how you need to position yourself in the marketplace and specifically when working with your clients.

• Week One: We will explore using a “Consultative” selling style, that is easy and profitable. Then we begin seeing how the 7-step sales process works as we focus on being prepared to sell. We will look at the inner game and ensuring you are ready emotionally, physically, mentally, and strategically!  Then we will share step 2 which is about research and the power of researching both your market/clients and your industry can help you get better sales results.

• Week Two: We will then complete the research step and learn about a Niche market case study that helped one entrepreneur get much better results.

Then we will dive into step 3, which includes prospecting and outreach. Even though you might be a retailer, it doesn’t hurt to have closer, meaningful conversations with prospects and clients alike. We will help you educate to win more responses from your customers and prospects and build trust as well!

We will begin exploring step 4, which looks at leading good initial meet and greets with your customer and getting clear as to what their needs, budgets, and challenges are so that you can serve them by presenting ideas solutions that will have them coming back for more.

• Week Three: Once you know what your customer wants, can afford, needs and why they need what you have we will be looking at the 5th key step which is presenting your ideas, products, and solutions. This consultative sales approach is known as solutions selling, where you gain clarity and assess the client’s needs, hopes, challenges, goals, and budgets to determine if you are both a good fit to do further work together and when you can tailor your offering to customer wants and goals, you will achieve a fit for you both to work together.

• Week Four: This is the 6th step and here we will address, the three key elements of making good presentations. The first is the importance of asking for the business, then the second is being open to pushback or reluctance from your customer and overcoming objections that your customer might not have been aware of. Finally, the third element is negotiation, where you can work out win-win solutions for you and your buyers.  These 3 elements are critical and if you miss them, you might not get the sale.

Lastly, we will look at Step 7 where you do the work and nurture the client relationship building that must happen for future success and growth!

About David Cohen:

David is an author, business coach, and facilitator, and the former host/producer and creator of the small business big ideas show heard weekly for over 9 years. David has taught thousands over the years in both the non-profit and for-profit sectors and has coached hundreds of start-ups to make those important first steps. he specializes in helping small business owners mine their strengths, get clear on their value, their markets, and then begin to develop a sales and marketing game plan that gets results.

He leads workshops in sales, marketing, market research, business plans, target marketing, personality dimensions, and customer service programs. David is passionate about helping others live with joy and passion and to lead successful, heart-centered businesses.