Getting Into Your Customer’s Head I (Business to Business Sales)
- Two-day program
- Why and how to get closer to your clients
- Defining & understanding the client’s decision-making/buying psychology
- Deliver GEM techniques that immediately improve sales effectiveness and customer loyalty
- Learn sales roles that match buying psychology
- Tools for studying and identifying prospects
- Dealing with gatekeepers
- The telephone approach
- GEM techniques for prospecting
- How to uncover big needs that increase the value of your product/service
- How to build buying urgency
- How to overcome loyalty to another supplier
- How to elevate your contact levels
- How to shape decision-making criteria
- How to repackage received competitive weaknesses into strengths
- Questions to ask before presenting pricing/proposal
- Fear/conflict/negotiation resolution GEM
- How to design a solution for customers that highlights the unique capabilities your company has to offer
- How to build a winning sales proposal
- How to make a winning sales presentation
- How to prepare for customer-focused negotiations
- Learn why traditional objection handling techniques backfire
- Gaining agreement and asking for commitment
- Shaping expectations
- Follow-up call template
- Planting the seed for new applications
- The psychology of gaining referrals and testimonials
- How to approach and sell the complex buying team
- Learn GEMs for getting appointments with senior decision-makers
- Help sales people deliver consistent and repeatable sales results
- Build a formal sales/communication process that is measurable from start to finish

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