AIA Northern Virginia
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CRAN: Seven Steps to Make Business Development Easier
October 29

At Precision Sales Consulting, 2751 Prosperity Avenue, Suite 544, Fairfax, VA 22031.

While architects bring many skills to a project, they often don’t feel as comfortable or competent “selling” their services as they do delivering them. Your business operations probably revolve around systems, processes, and principles and your business development efforts can as well. You can integrate the same creative, organizational, analytical, and communication skills required by your profession into effective processes and systems to identify, qualify, and develop new business opportunities.

"Selling" can become a respectable and profitable part of your professional practice, without you or your colleagues sounding like "salespeople." You don't need to resort to cost-justified, feature/benefit laden presentations, or dance around prospective clients' stalls and objections, when trying to "close the deal."

In this session, Nema Semnani, Founder and President of Precision Sales Consulting, will cover some simple business development skills and tactics that can help any architect move their next project from concept to completion.

1.5 LU. $10 AIA members; $15 non-members. Lunch will be provided. Register below.

Organized by AIA Northern Virginia for the Capital Area CRAN (Custom Residential Architects Network, an AIA Knowledge Community), a tri-chapter committee founded jointly by AIA|DC, AIA Northern Virginia and AIA Potomac Valley.

Learning Objectives:
• Evaluate the typical buyer/seller dynamic, which can often lead sellers to yield control by adhering to the buyer's process, which can put the seller at a disadvantage.
• Examine how sellers sometimes unknowingly provide free consulting and information in the form of proposals, bids, and scopes of work to prospects that aren't yet qualified to receive them.
• Understand the mindsets and techniques needed to create equal business stature between all involved parties, architects and their prospects/clients.
• Discuss a process to qualify opportunities more objectively, which will allow team members to focus efforts on those that are more likely to convert into business.

About our Presenter:
Nema Semnani is an award-winning speaker, trainer, and consultant who has spent his career driving sales, profitability, and productivity for Fortune 500 companies, as well as, developing sales processes, sales training programs, building sales teams, and leading business development for innovative startups. He is the founder and president of Precision Sales Consulting, a Sandler Training Company based in Northern Virginia.

Sandler Training is the global leader in Sales and Sales Management Training, Leadership, Coaching, and Process Development with over 250 training centers in over 25 countries. Their training methodologies have been repeatedly proven through delivery of over 475,000 trainings per year to thousands of clients across the globe.