Sales Training
If it strikes you as odd that a business based on selling totally ignores any discussion of selling, join the club. When we began talking about selling in economic development and conducting research back in 1997, we were struck by the blank stares. Perhaps it is a disconnect. Perhaps it is denial. Perhaps it is seen by some as unprofessional. Whatever the cause, we believe in an open, free flowing discussion of selling in our profession. By failing to address head-on the topic of selling as a profession, we are guaranteeing the failure of many professionals who never make the connection between their role and their organization’s mission. To be successful, every economic development professional must:
- Sell yourself (Credibility)
- Sell your organization (Revenue as well as Credibility)
- Sell concepts (Strategies, Tactics)
- Sell your community (Investors)
A few economic development associations have included workshops on sales at a conference; however, when the examples are Xerox, Mercedes, and Procter and Gamble it becomes difficult for most to translate what they hear to their situation. As with many economic development professionals early in my career, I “burnt” many leads because I didn’t understand how sales techniques changed from my personal experience with selling. Bottom-line: spending thousands of dollars on a sophisticated marketing program only to experiment with sales techniques on “live” leads just isn’t very efficient.
Selling in an Economic Development Environment
Blane, Canada Ltd. has done the translating. Our two-day training course and the derivatives bring economic developers face-to-face with the differences between general sales techniques and those required to be successful in economic development.
Many economic development organizations have provided their staff, partners, and members invaluable tools and techniques required for success by offering Blane, Canada Ltd.’s sales training courses and workshops.
Learn how we can help your organization improve results where it counts.
Representative Sales Topics
- End Game: Economic Development Sales
- Selling in an Economic Development Environment
- The Art of the Question: Learning from the Prospect
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"Complex sales and competitive advantage were very useful to me. However, everything was extremely relevant and useful." ON, Canada
Selling, many economic development people do not have selling skills. Focus on mid-game and don't get stuck on the opening game. IL
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