The choice is ours... Either we will find new and creative ways to reach new clients, thus keeping and increasing our sales results, or the existing ones will slowly slip away through our fingers like sand, because we did not promptly adjust our sales strategy!

– Danijel Bićanić

1. Can you distinguish between a sales strategy and tactics?

2. How many potential clients are thinking, now, while you are reading this text, about buying your product or service?

3. How many steps do your proactive sales procedures have and do you have any at all?

The response to one of the above questions is: a very small part of your potential clients is thinking right now about a possible purchase or procurement of your products or services. Majority of them do not have absolutely any interest and need for or awareness about benefits of your offer. This majority is at the same time a huge potential, because – sooner or later – they will go shopping. This seminar will help you develop proactive sales strategies you will be able to successfully direct towards that particular “quiet” majority on your market. At the same time, you will cover different topics at the workshop and become even more successful in fast action with those clients who are just now making a purchase decision.

Training contents

Principle 5/95: you will learn to focus your sales activities on two points: clients who are currently buying and on those who are about to.

Classic mistakes in forming sales activities: you will get familiar with negative examples in the sales practice – you will learn to avoid common mistakes by learning the easier way – on mistakes of others.

Red and blue market, red and blue strategy: If you are constantly facing ruthless competition, demanding and satiated clients and a major sales efforts with partially satisfying results, you are on a red market using red sales strategies. In this part of the workshop, you will learn how to create a blue market (an environment without major competition) around you, using blue sales strategies (an innovative sales tools).

Familiarizing with the purchasing process: a quality sales strategy is based on knowledge of the purchasing process used by your clients. You will learn how to adjust your sales activities to it, which will dramatically increase your chances for success.

Case study: you will learn about several successful examples of proactive sales strategies we have developed for our clients.

Designing a quality proactive strategy: a major part of the workshop is dedicated for making a proactive sales strategy proposal, based on efficient principles you have learnt to apply. This will be a strategy you will apply in business on the day following the workshop.