25
September 2018

Marketing and Selling Professional Services

Winning and Keeping Clients in the Value Era

Please Note
The webinar is confirmed to proceed. Webinar login information will be sent to all registrants 1 week prior to the event.
Status: Advanced registration is now closed. Please email Jennifer Chan at [email protected] for inquiries.
Date: Tuesday, September 25, 2018
Time: Registration: 9:00 AM–9:30 AM
Webinar: 9:30 AM–11:30 AM
Location: Webinar
Presenter: Greg Campeau
Campeau Learning Ltd.
Credit: 2 Informal Professional Development Hours (PDH)
Cost: Early Bird Price Engineers and Geoscientists BC Member: $99.00 + GST = $103.95 until Sept 11, 2018

Engineers and Geoscientists BC Member and EIT/GIT Regular Price: $149.00 + GST = $156.45

Non-Member Price: $149.00 + GST = $156.45

Student Member Price: $75.00 + GST = $78.75
Please Note: *A minimum number of registrations are needed by September 11, 2018 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. It explores critical core communication competencies focusing on techniques in five key areas:
  1. Creating and communication value - the power of distinction
  2. Client-centred selling
  3. Strategic selling
  4. Building and maintaining client relationships
  5. State of the art tactical selling skills

Webinar Outline

Creating and Communicating Value – the Power of Distinction

We analyze the anatomy of customer value and discover how to manage the perception of value. We then develop your “Client Value Package” focusing strategies on how to best create and communicate value with a focus on distinctive value.

Client-centered 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 their decision making 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 and Maintaining Client Keeping 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 the four critical face-to-face core communication competencies of persuasion​​:

  • ​​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.

Instructor Bio

Greg Campeau is a learner and teacher of timeless leadership principles or truths that govern both personal and organizational effectiveness. Greg has delivered over 2,200 presentations and workshops throughout North America providing leadership strategies and solutions that support both personal and organizational success and stability in the “white water world” of the 21st Century.

Since founding Campeau Learning in 1991, Greg has established a client list that is clearly a breed apart, including organizations the likes of Finning Canada, Telus, the Canadian and U.S. Federal Governments, the NHL Coaches Association, and KPMG. Concurrently, for the last 14 years, Greg has instructed courses at British Columbia Institute of Technology (BCIT) in the School of Business.

Prior to becoming a professional facilitator and keynote speaker, Greg obtained an Honors Bachelor of Commerce degree from the University of Windsor. Greg then went on to spend over 15 years in international packaged goods corporations, during which he achieved increasingly senior management positions while establishing an outstanding record of award-winning success. Twice Greg led corporate regions from worst to first in terms of overall performance (market share, revenue, and profit growth). Greg’s broad and riveting appeal is rooted in his relevant, meaningful, thought provoking, proven, and practical content, which is always delivered in an interactive, humorous and inspirational style.



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Email: [email protected]
Phone: 604.430.8035
Toll-free: 1.888.430.8035
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Presentations for Post-Secondary Students
Andrea Michaud
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Phone: 604.412.4860
 
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Phone: 604.412.4892
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