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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