SELLING THROUGH THE STORM
Your sales organization is facing unprecedented
challenges. You must implement a fresh selling strategy
that will help you weather the S.T.O.R.M. in today’s
economy. You must do it now. But, your training budget
is very tight and you can’t afford to waste money on
travel. Above all, you can’t risk pulling valuable sales
resources out of the field to bring them together for
training, because you need them working every possible
lead.
During four live, web-based, 90 minute modules you
will learn how to:
- Work with and gain access to decision makers.
- Build trust with different customer types.
- Consistently communicate value through your
entire selling interaction.
- Perform in depth analysis of your customers’
needs.
- Discover and understand your customers’ critical
buying factors.
- Present options and guide the customer toward a
buy decision.
- Anticipate and handle objections, dealing
effectively with negative behavior.
- Get an agreement to act and close a sale.
- Ensure lasting results in performance.
|
Module |
Length |
Field Work |
Coaching |
| Getting
Past the Gatekeeper |
90 min |
 |
|
|
Initiating the Sales Conversation |
90 min |
 |
|
| The
Solutions Customers Want to Buy |
90 min |
|
|
| Closing
Strategies That Really Work |
90 min |
|
|
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