Workshop Objectives:

• Define the Big Problem that your company is in business to solve
  
• Describe your product in plain English so that a stranger will understand it
  
• State the business result that your product or service produces for the customer
  
• State how it uniquely produces this business result (3 special ingredients)
  
• Define the ideal prospect and create a Prospect Map to guide your sales force

The overall objective of this 3-4 day workshop is to produce a powerful and compelling message that positions your company and its primary product offering as unique and "best in its class" in your prospects mind. This is your "Master Message".

The other objective is to create a series of detailed Prospect Maps that clearly illustrate the specific target companies that you seek to deliver your message to. Once you have defined "What To Say" and "Who To Say It to" then you are ready for the follow on workshop with the executives and the sales/marketing team on "How To Say It".

The workshop is broken down into several components, each of which will produce material that will be used by the sales and marketing team in their presentations to the public.

Workshop Objectives: To teach executives and sales people how to:

• Prepare for a major presentation
  
• Immediately capture their audiences attention and trust
  
• Properly introduce themselves, their company and their product
  
• Get the prospect to identify their needs early in the presentation
  
• Present their product or service in a way that highlights its strengths and unique value to the prospect
  
• Present a proposal
  
• Test close
  
• Close
  
• Follow-up for referrals and references

  The outcome of this 2-3 day workshop is an executive team and sales force that knows exactly what to say, how to say it and who to say it to. They will be prepared to compete from a position of known strengths against their competitors and how to negotiate their way around, and actually capitalize on, competitor's strengths. They will be well received by prospects based on their understanding of the business problem at hand and their ability to present a high Return On Investment (ROI) solution.
  
  

IntelliSource International provides consulting services in the following areas:

• Corporate Sales Audits Competitive Analysis
• Win/Loss Analysis
• Product and Corporate Positioning & Messaging
• Sales Strategy Development
• Executive Coaching
• Interim Management
• Presentation Training
• Sales Force Automation
• Sales Asset Management
• Goals Program