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The
key skills necessary to succeed in high-difficulty sales.
|
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How
risk-averse, non-expert organizations buy products/services
they don't fully understand.
|
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How
people buy and the four levels of need– the buyer's psychological
buying phases.
|
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How
needs develop in the mind of the buyer.
|
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How
needs develop across an organization.
|
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Team
Selling: The roles of the salesperson, technical support person
and manager. |
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How
to strategically align your selling behavior to the buyer's
psychological buying phases. |
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How
a buyer makes the decision to buy. |
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Shifting
buying concerns over the buying process. |
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How
to convince a prospect that you understand their business. |
| • |
How
to get the buyer to admit goals and focus on problems you can
help them address. |
| • |
How
to diagnose their problems with a bias toward your product capabilities. |
| • |
How
to create a vision of a solution in the buyer's mind that matches
your product/service capabilities. |
| • |
How
to lead them to the conclusion that they could solve their problem
if they had the capabilities of your product or service. |
| • |
How
to create Tactical Sales Tools that show the buyer "how"
to use your products/services capabilities. |
| • |
How
to create interest instead of tension during cold phone calls. |
| • |
How
to gain access to and establish credibility with line executives. |
| • |
How
to qualify and sell effectively over the phone. |
| • |
How
to qualify a prospect's needs and buying ability in a single
sales call. |
| • |
How
to develop the needs of "committees" during a single
meeting. |
| • |
How
to negotiate the sell cycle in advance. |
| • |
How
to get executive, user and technical buyers marching in the
same direction. |
| • |
The
five components of cost justification: a specific cost justification
model. |
| • |
How
to maintain control of a long sell cycle, particularly at the
end. |
| • |
How
to create the perfect opportunity to close. |
| • |
The
emotional hurdles that must be overcome before a contract can
be signed. |
| • |
How
to recognize quickly whether you are first or second choice. |
| • |
How
to change the rules if your competitor got there first. |
| • |
How
to gain control of existing prospects. |
| • |
How
to maximize utilization of technical and headquarters resources
during the sale. |
| • |
How
to assess the quality of a prospect and your pipeline. |
| • |
How
to balance pipeline and activity on a monthly basis, regardless
of sell cycle length. |
| • |
How
to do an accurate sales forecast. |
| • |
How
to gain control of RFP situations. |
| • |
How
to work with third party consultants. |
| • |
How
to do an effective sales seminar. |
| • |
How
to strategically implement the program across your organization. |
