When a customer’s buying plan isn’t in sync with your selling plan, sales are lost. Win by teaching your salespeople to create a Joint Action Plan for every sale that puts them both on the same path.
Show salespeople the “Why” and “How” of creating friends in high places. Having the Decision Maker favor their proposal puts the odds of success on their side.
Until your salespeople learn to eliminate or neutralize incumbent competitors, they will capitalize on the advantages of incumbency including pricing tolerance, second looks, and avoiding the hassle related to changing suppliers. Asking the right questions will drive a...
Participants learn six questions that help expose an incumbent competitor's weaknesses. A few additional questions help prospects realize their magnitude. Your unique solution, Breakthrough Proactive Services, eliminate the weaknesses and seal the deal for your company.
A Major Account Planner (MAP) for each account helps assure that the 15 pieces of essential information needed to close the sale are gathered, organized and kept close at hand.
Allies hare personal information with only those they trust. Participants will be able to learn, organize and recall these 33 pieces of information that help win sales.
