$27 – $29.50

Sideways: Managing the Complex Sale - With Rodger Darbey

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Perro Negro

536 Yates Street

Victoria, BC V8W 2Z6

Canada

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Refund Policy

Refund Policy

Refunds up to 7 days before event

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Sound familiar?

"A major manufacturer of environmental control systems was about to close the sale of a control system to a local municipality – a potentially huge new account.

Jessica, the sales rep, had every reason to be confident. She had been talking to the client’s top management for months, and as the deal moved closer to signing, she knew that she was firmly entrenched.

The department head who would use the new equipment, the purchasing agent who would sign for it, and the engineering department who wrote the specifications were all delighted with her proposal. With a five-figure commission practically in her pocket, Jessica was already shopping for a new car.

But the deal went sideways, and Jessica lost this deal to a smaller, lesser-known competitor."

Have you ever had a deal go sideways on you, and are not sure why it went South?

Come to SME’s next session to learn all about how to successfully manage complex sales situations.

You will learn

  • What happens when more than 1 person is involved in the customer decision making process

  • The definition of a COMPLEX SALE

  • Honestly analyzing your current position in a deal

  • How you might reposition yourself to have a better chance of winning

  • Defining the Buyer Behaviours that are present in every deal

  • Identifying areas in the deal where we lack knowledge (Red Flags)

  • Identifying strengths that we have in the deal

  • Identifying those buyers in a deal that we have the best chance of closing

  • Determining “Win-Results” for each influencer in the deal

  • Developing an action plan based on your new alternate positioning

Interested? Give some thought to a deal that has or is going sideways on you. Bring along a pen, as you will be working on your sideways deal during the session.


About Rodger Darbey

Rodger enjoyed a 26 year career with Hewlett Packard, where he led sales teams in Mississauga Ontario, Burlington Ontario, and Edmonton Alberta. After his Sales Management roles he became Product Marketing Manager for HP’s line of PC’s and Peripherals.

Since 2000, Rodger has been helping people grow their business revenues through Sales, Sales Management, Marketing, and HR Initiatives.

As part of giving back to the community, Rodger volunteers as a Mentor for the University of Victoria and Royal Roads University MBA programs, and as a Mentor for the Canadian Youth Business Foundation (now Futurepreneur) programs. In addition, Rodger teaches a Junior Achievement program at two High Schools on the Southern Island.

Rodger received the VIATeC Member of the Year award in 2002, and the Queen’s Diamond Jubilee medal in 2012 from the Canadian Youth Business Foundation.



REGISTER EARLY - MOST EVENTS SELL OUT.

LUNCHEON WILL BE SERVED AND IS INCLUDED IN THE TICKET PRICE.

Parking available across the street at the City of Victoria parkade, 575 Yates Street.

MEMBERS: PLEASE USE STANDARD ACCESS CODE TO UNLOCK FREE PASSES. THERE ARE NO REFUNDS FOR NO-SHOWS OR ONCE FOOD ORDERS HAVE BEEN PLACED WITH THE VENUE PROVIDER.


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Date and Time

Location

Perro Negro

536 Yates Street

Victoria, BC V8W 2Z6

Canada

View Map

Refund Policy

Refunds up to 7 days before event

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