Re$ult$ Selling: Overcome Sales Resistance & Leave Your Competition in the Dust!
Description:
It is imperative for organizations to find ways to streamline the sales process, shorten sales cycles and increase close rates. With Re$ult$ Selling you'll learn innovative techniques which combine high touch relationship building, digital communication, and a consulting selling approach. Re$ult$ Selling shows how to define and communicate compelling results providing the value necessary to motivate positive action on your sales offer. It will show how you can overcome the real competitors for corporate and personal resources, beyond your traditional competition.
Ideal Audience:
Entrepreneurs and Business Owners
Marketing Executives
Sales Executives
Sales Managers
Salespeople
Highlights:
Call on the "C" level officers for approvals at the highest level
Learn what motivates prospects at Executive, Middle Management, and Supervisory levels
Discover who your real competitors are
Determine what customers really want from a purchase decision
Identify both the "apparent" and the "true" decision maker
Learn probing skills that can open up difficult prospects
Recognize hidden competition for the organization's funds and resources
Know the decision-making criteria, structure, and process necessary to close accounts
Why seemingly qualified prospects procrastinate or fail to make decisions
Ways to overcome "stalls" that stretch the sales cycle
Build a broad base of support needed due to frequent organizational changes
Learn ways to get your project, or product, higher on the "Priority List" of scarce funds
Uncover the "real" reason prospects aren't buying
Create compelling logic in the prospect's mind to motivate a close
Avoid the "give me a proposal" or "RFP Trap" / How to prepare and present if you must
Construct an internal account selling team in the prospect's organization
Re$ult$ Selling: Overcome Sales Resistance & Leave Your Competition in the Dust!