18
March 2015

The Art of Marketing and Selling - Winning & Keeping Customers in the Value Era

Status: Advanced registration is now closed. Please email Jennifer Chan at [email protected] for waiting list inquiries.
Date: Wednesday, March 18, 2015
Time: 8:00 AM-8:30 AM: Registration and Breakfast
8:30 AM-12:30 PM: The Art of Marketing and Selling - Live
Location: BEST WESTERN PLUS Chateau Granville (Burrard Room), 1100 Granville Street Vancouver, BC
Presenter: Greg Campeau, Campeau Learning & Development Inc.
Credit: 7 Formal Professional Development Hours (PDH)
Cost: Early Bird Price Engineers and Geoscientists BC Member: $210.00 + GST = $220.50 until Mar 4, 2015

Engineers and Geoscientists BC Member and EIT/GIT Regular Price: $290.00 + GST = $304.50

Non-Member Price: $290.00 + GST = $304.50

Student Member Price: $145.00 + GST = $152.25
Please Note: *A minimum number of registrations are needed by March 04, 2015 to proceed with this seminar. Please register early to avoid cancellation.
**All prices are subject to applicable taxes.
Contact: Jennifer Chan | Professional Development Coordinator
Direct: 604.412.4861
Toll Free: 1.888.430.8035 ext.4861
Fax: 604.639.8180
Email: [email protected]
This workshop has proven to be an extremely powerful and practical learning experience for all customer contact people. We explore four critical face-to-face core communication competencies focusing on techniques in four key areas: 1. Questioning strategies and techniques that uncover vital buying motives; 2. Presentation skills that optimizes your persuasiveness; 3. Securing commitment without using high pressure, manipulative techniques; 4. Negotiating tactics that create win-win, margin-maintaining outcomes.
 
Workshop Outline
 
CREATING and COMMUNICATING VALUE – THE POWER OF DISTINCTION
 
We analyze the anatomy of customer value and discover how manage the perception of value.  We then develop your “Customer Value Package” focusing strategies on how to best create and communicate value with a focus on distinctive value.    
 
CUSTOMER CENTRED SELLING
 
We go far beyond the often-used semantics and learn how to facilitate a true customer centered selling process.  We identify the eight steps of the customer buying / decision-making process and learn how to recognize where the customer is in the process and then apply the appropriate selling strategies and skills that expedite the process.
 
STRATEGIC SELLING 
 
Having an effective strategy is about making the right presentation to the right people at the right time in the right place.  We identify the essential information a sales person needs to sell strategically. We then examine three types of buying decisions and learn a systematic approach to facilitate the purchase process.  We learn how to conduct a stakeholder analysis exposing who has the real decision making power.
 
BUILDING & MAINTAINING WINNING RELATIONSHIPS
 
We examine how to create long-term customer relationships that serve a vital point of difference that allow sales people to secure and maintain loyalty.  The concept of emotional value is explored with a focus on value creation strategies.   
 
STATE OF THE ART TACTICAL SELLING SKILLS
 
We explore four critical face-to-face core communication competencies focusing on techniques in four key areas:
  • Questioning strategies and techniques that uncover vital buying motives.
  • Presentation skills that optimizes your persuasiveness.
  • Securing commitment without using high pressure, manipulative techniques.
  • Negotiating tactics that create win-win, margin-maintaining outcomes.
Speaker Bio
Greg Campeau founded Campeau Learning & Development Inc. in 1991, a training organization rededicated to the enhancement of Leadership Effectiveness at all levels of the organization. After obtaining an Honours Bachelor of Commerce, Greg held progressively senior management positions with four international companies and recorded successive dramatic "turn‐around's". Greg has delivered over 2,200 presentations throughout North America. His informative, entertaining and motivational teaching style has earned him consistently excellent evaluations for seminars he has presented through APEGBC.
 


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