Sales Cycle: Why Buyers Buy

Module Objectives:

• Identify the 27 reasons why buyers buy and learn to predict them in your accounts.
• Explore how to avoid Killer Assumptions about your customers.
• Understand buyer motives to develop strategies for closing more deals at higher margins.

Field Work:

• Create profiles for all three accounts including:
  • why you are trying to penetrate
  • their current spend in your category
  • their current spend with your company vs. the competition
  • market share target for your company.
• Evaluate the importance you believe your customer assigns to each of the 27 buyer reasons.
• Ask your customer contacts this week about the criteria on this list, to find out which are most important to them.

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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