How to Cold Call Senior Management, Create Value, and Set Up Your First Appointment

Date & Time: May 21, 2009, 3:00PM to 5:00 PM
Location: 12565 Research Parkway, Suite 360, Orlando, Florida 32826
Presenter: Suzie DeBusk, CxO Value Partners, Inc.
Sponsor: UCF Business Incubation Program
Fee: $20 (Free to Incubator Clients)

Please RSVP to Renee Ayala at 407-882-0202 or via email rayala@mail.ucf.edu

In this economy you must reach out and penetrate qualified senior management prospects to increase your revenues and grow your business. The fastest way to reach your sales goals, increase your sales pipeline and shorten your sales cycle is by cold calling. Yet many salespeople and business owners feel uncomfortable cold calling because they are unsuccessful when they try to break through the senior management "no call zone."

With our approach, you can immediately position your firm to become a peer in the boardroom instead of a vendor in the hallway, and you can start connecting with senior management. Our sales cold calling method is a proven, step-by-step process that has been taught to over 30,000 salespeople worldwide.

If you are trying to cold call Vice Presidents, CFOs, CIOs or CEOs and want success . . . then this seminar is for you.

Agenda

1. Why should a senior executive talk with you? How to create value over the phone
2. Finding clients and penetrating their no-talk zone
3. Developing your sales value proposition to put your business value in front of you
4. Management telemarketing do's and don'ts that most salespeople don't know
5. 9 steps to build tactical telemarketing scripts that work with management
6. How to manage gatekeepers
7. OK you got through, now what do you say?
8. How to set up your first in-person appointment, qualify the prospect and prove to them that you are an industry specialist
9. How to create executive language so prospects see you as a peer instead of a vendor
10. 3 business drivers that force management to buy and how to use them as selling tool
11. 7 questions you need to ask every prospect to confirm they are a qualified buyer, not a professional looker
12. How to position yourself as a thought leader with the prospect on your first appointment
13. How to communicate like a peer to prospects so they openly tell you their business problem.

Suzie DeBusk is president and founder of three companies including her most recent, CxO Value Partners, Inc., an international consulting company focused on sales, marketing, strategy and leadership. She is a risk-taking adventurer, African guide, professional speaker, serial entrepreneur and leadership best practice thought leader.

Suzie's experience ranges from providing executive and leadership coaching to Fortune 50 executives to sharing proven success methodologies to start-up entrepreneurs. Suzie and her team of facilitators integrate practical business
examples with the laws of jungle leadership survival.