BTA’s ProSolutions Scheduled for Feb. 6-715 Jan, 2008
BTA’s ProSolutions Scheduled for Feb. 6-7
On Feb. 6-7, 2008, in Salt Lake City, Utah, the Business Technology Association (BTA) and Dealer Marketing Systems will host ProSolutions, a two-day educational opportunity for solutions specialists, sales managers and major account reps. The course is designed to ensure that dealerships effectively make the transition to solution selling.
“This course began out of my frustrating experience in the ‘University of
Hard Knocks,’” said Darrell Amy, ProSolutions’ presenter and owner of Dealer
Marketing Systems, an organization providing training, marketing and consulting
services to office technology dealerships. “One of my first marketing clients
asked me to train his solution specialists. As I was preparing for the session I
thought about all of the things that I wish I had learned before I had to learn
them the hard way. Software vendors teach you about their technology. However,
your clients don't care about technology — they want their business problems
solved. You are an empty shirt in the solutions business until you understand
your clients' business problems.”
While most solutions specialists get plenty of training about technology, they are getting very little training about how to apply technology to solve business problems — and to close sales. BTA’s ProSolutions fills in the gap. Attendees will learn how to talk with business owners about their business problems. From there they will be able to apply document solutions technologies to solve these problems.
Among the topics covered in this two-day course: getting attention with top-level decision-makers; understanding business challenges; business process analysis; securing buy-in with proof-of-concept demonstrations; understanding how document technologies solve business problems; presenting ROI-based proposals; selling consulting reports; and overcoming common objections.
Those who have attended BTA’s ProSolutions in the past give the course high marks:
• “Through Darrell's provoking concept of creating a sales team of 'business people who sell,' our team is now focused on solving business problems. I now have a whole new outlook on approaching tasks and issues regarding solutions that at once seemed insurmountable. My only regret is that I did not learn these concepts earlier." — Jeff Boate, Perry Corp., Lima, Ohio.
• “I think that as we make this transition from hardware sales to hardware sales plus solution sales, you will be a key component to our success. Thanks again for your passion and professionalism." — Bobby Edgil, RJ Young Co., Nashville, Tenn.
• “Darrell Amy's ProSolutions was a wonderful opportunity to see how to apply practical sales skills to our evolving equipment industry. This course is highly recommended to any company's sales staff or sales engineers interested in solution selling and flipping the paradigm many in this industry have clung to for so very long." — Ken Stewart, Kearns Business Solutions Inc., Easley, S.C.