• Discover the key components to increasing sales and how to get started.
• Hear the truth about cold calling.
• Learn who should and shouldn’t be doing this work.
• Find out how to develop your key people so they’ll be able to carry the ball from lead to close.
• Gain knowledge of the go/no-go process.
• Hear about whether or not you need to be attending trade shows.
• Learn how to handle negotiations.
• Discover the importance of a consistent marketing plan.

Sell more work!

Selling. Somebody has to do it. After all, that’s where your next projects are coming from. However, selling often falls to someone who is not equipped for the job. Now, the time has come to develop strategies and improve the way we sell in the A/E/P and environmental consulting industries. In this 60-minute video, Selling A/E/P & Environmental Services, Mike Kemether sits down with author Jennifer Zaslow and shares what he knows about sales and marketing in this industry today. Mike will share his sales experiences in dealing with clients and discuss how to implement some of these sales and marketing strategies.

Not everyone is cut out to sell. Do you have the right people in your sales and marketing positions to get you where you want to be? If not, how do you identify the people who will be able to carry the ball from lead generation to closure? Mike takes a look at what it takes to be a professional salesperson in the A/E/P and environmental consulting industries and how you can develop successful salespeople.

Once you identify your salespeople, how do you go about selling? How do you develop leads? Mike talks about the valuable methods that are being used today and explains how to take these methods one step further. Mike also breaks away the myths surrounding cold calling and gets to the truth. He’ll talk about trade shows and whether they’re worth the time and labor required. Mike will describe the go/no go process and give advice on how to decide which projects are right for your firm. Mike also talks about hiring the right sales staff, putting proposals together, and knowing what to do once they’ve been submitted.

Selling can’t be your sole business development activity, however. Mike will explain the delicate balance that exists between the act of selling and the development and maintenance of a consistent marketing program. He’ll explain the importance of developing a strong marketing program that will position your firm as the expert, generate leads, and put your firm out there ahead of the others.

Selling is critical to your firm’s future. Learning and understanding more about selling will help you to stop worrying and to start developing effective salespeople and effective selling strategies. Don’t wait—order this informative videotape today!

About the speaker: Consultant Mike Kemether makes his living helping A/E/P and environmental consulting firms develop sales and marketing strategies to maximize firm revenue growth. He brings 15 years of experience in the practice and marketing of architecture, engineering, and environmental consulting services.

• What are some of the issues facing a salesperson in an A/E/P or environmental consulting firm?
• How do you set yourself up for success in this environment?
• You’ve defined the challenges, and you’ve defined how to lay the groundwork for success. Now what?
• How do you develop leads?
• What do you do if a potential customer wants to rush you out in 5 minutes?
• What if you and the potential client simply don’t hit it off?
• What should be your goal when you attend a trade show?
• What do you do to prepare for a cold call?
• You’ve spotted a project. What do you do now?
• You’ve submitted your proposal. Now what do you do?
• Do you have any thoughts on presentations?
• How do you handle negotiations?
• What characteristics do you look for when hiring
  a salesperson?