THE COMPETITIVE EDGE
The difference between making an on-site sales call and
making a sale requires one very important factor: collaboration. The Competitive
Edge, will show your sales force how to incorporate collaboration into
every sale and positively impact your bottom line. With The Competitive
Edge, viewers eavesdrop on site calls made by three reps to one overworked,
under-functioning publishing house. All three reps make important strides,
but only one leaves with The sale.
Participants will learn:
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Precall planning - know your customer,
be prepared.
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Build a relationship - create a
level of comfort, a basis for trust.
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Conduct a needs analysis - establish
dialog that will draw out your customer's real needs. Remember: you
are really looking for a solution for your customer, not a sale.
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Listen - active listening allows
you to gather critical information, often by hearing what your customer
doesn't say.
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Presentation - provide your customer
with hard data about how Their firm will benefit from your product
or service.
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Overcome objections - every objection
contains The key to a solution. Find it.
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Ask for The sale - close The deal
with a signature or deposit. If you have succeeded with The prior
steps, this will be a natural conclusion to your meeting.
Whether conducting an orientation for new sales reps or
a kick-off refresher for veteran staff, The Competitive Edge will put
your reps in Their customer's shoes, enabling Them to sell as They would
want to be sold. The results? More sales and greater profits.
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| $695.00 |
| $625.50 |
| n/a |
| $625.50 |
| $625.50 |
| $225.00 |
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