New Buying Influences in Today’s Markets
Two new buying influences that are impacted the sales process
Identifying & developing new opportunities.
Preparing for the first call
Eliminate messaging without impact
Why Do They Need You?
Why buy from you or your company
The value of reps in today’s markets
13 Key Concepts for Successful Sales Negotiations
Sales & negotiation skills to maximize results
Getting Out of Your Comfort Zone
Pushing past your self-imposed limits
Getting to Competence
Earning the right to sit at the table
Developing a position for success
Time to Walk
Know when to reduce the effort on opportunities you may never win
Every Problem Has a Gift
Leveraging problems to build relationships, trust & image as a reliable supplier
Eliminate the Demons From Demonstrations
Ensure success of your product demonstrations and evaluations
Just Checking In…
Delivering a message with impact
You can’t hit a bull’s-eye if you don’t aim first. Getting back to selling basics.