Northwest Region CSI S508 Business Introductions 14E093CLAPE Christine Richards May 9, 2014

Credit(s) earned on completion of this course will be reported to AIA CES for AIA members. Certificates of Completion for both AIA members and non-AIA members are available upon request. This course is registered with AIA CES for continuing professional education. As such, it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product. _______________________________________ Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation.

The first and most difficult part of selling our services is getting prospects to pay attention to us and our product/service. Will the prospect remember who we are the next time the need comes up? The likelihood of someone remembering your elevator speech is very slim as we receive up to 5000 messages a day, pay attention to only 6-9, and remember 1-2. In this session, you will craft your message to be the one that will be heard and remembered. Course Description This presentation is protected by US and International Copyright laws. Reproduction, distribution, display and use of the presentation without written permission of the speaker is prohibited.

Learning Objectives 1. Discover the real purpose of introductions 2. Understand the reasons why people buy and why trust is so important 3. Learn why less information is more effective 4. Create their memorable 15-second introduction At the end of the this course, participants will be able to:

Understanding Business #1 #3 #2 Successful businesses solve problems the best Value is determined by the customer We only determine the cost Business is solving problems

IBM Study 50% are Commercial Visitors Drop off literature 30% are Product Pushers Tell everything about product and service 18% are Sales Consultants Get in step with customer and solve problems 1-2% are a Sustaining Resource Well respected and the customer calls them about problems

Your Words 70% of people try to avoid problems 70% of people try to avoid problems 30% buy opportunities 30% buy opportunities Why People Buy

Challenging Market Place $171 billion a year spent on advertising in US in 2011 and ,000 commercial messages a day per person 3.5 billion brand conversations per day in US 78% trust recommendations over advertising Word of mouth influences two-thirds of all buying decisions Kelley Fay Group and McKinsey & Co. Galvin Communications

Persistence Pays Off 44% of salespeople give up after 1 st call 22% on the 2 nd call 14% on the 3 rd call 12% on the 4 th call 8% will make more than 4 contacts. It can take any where from 5-7 contacts to make the sale

Every Sales Interaction Always Know The End Result

Indifference Enable Customer To Qualify Themselves Overcome Skepticism Fear of Making a Decision Opening Investigating Demonstrating Capability Obtaining Commitment

Business Introductions 1. Solves a problem for your customer 2. Gain interest only

Thank You This concludes The American Institute of Architects Continuing Education Systems Course Christine Richards Black Belt Business Solutions Phone: Other Programs Include: Sales Training Customer Service Behavioral Communication Handling Angry Situations