Buyer-Approved Selling Workshop brochure
E-LEARNING
Testimonials
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Meeting and exceeding sales quotas requires you to consistently develop your people’s core competencies.
So how do you maximize training resources and keep your sales teams at the top of their game? By providing practical, winning sales advice based on careful research with the real experts…the decision-makers.
Based on exclusive interviews with hundreds of seasoned buyers, Buyer-Approved Selling Excellence reveals easy-to-follow, structured approaches that win sales.
Outline
Participants will learn:
• The art of out-communicating the competition
• To make focused introductory calls that get to the point
• To set more sales meetings with a refreshing yet proven approach
• How to plan and conduct ‘Buyer-Approved’ sales meetings
• Preemptive objection handling
• How to prepare and ask questions that uncover buying motives
• The ‘Buyer-Approved’ close
• The common mistakes that turn buyers off
The buyer-approved approaches we cover do not compete with your existing sales process…they complement it.
Customizing the Buyer-Approved Selling Excellence Workshop
There are three steps we take to customize the Buyer-Approved Selling Excellence Workshops to your company’s unique needs:
1. We interview professionals from your industry (buyers and sellers of your product or service)
2. Participant manuals are customized to your industry using relevant examples
3. Call us to discover step three (It’s a proprietary option that drives participants to action)
Licensing availableFollow-up
Our group tele-coaching option reinforces and fine-tunes the buyer-approved approaches while tracking and measuring post workshop performance and results
The Customer-Approved Small Business Workshop
Thought Leader Publications licenses and conducts the Customer-Approved Small Business Workshops on behalf of organizations who market to or support small business.
Available in a 90 min presentation or a half or full-day WorkshopParticipants will discover successful ways to:
• Run a business efficiently and predictably• Build a company that is easy and enjoyable to deal with
• Hire motivated, dedicated team members
• Prepare for and run successful business meetings
• Out-communicate, out-sell and out-service the competition
• Make better business decisions
• Negotiate like a pro
"Schell's approach is different from most others… he focuses almost entirely on the sales process and examines both cultivation and solicitation from ‘the buyer’s side of the desk.’"-The American Chamber of Commerce Executives
"Canon U.S.A., Inc. recently licensed the Buyer-Approved Selling workshop to train our national dealer sales force. This workshop is unique in that it offers a first-hand look into the buyer’s psyche while providing lots of common-sense, real-world strategies for success." -Mitch Bardwell, Director & Assistant General Manager, Sales Training, Canon U.S.A., Inc.
"This Workshop offers the business owner practical, easy to implement techniques and strategies that all have one thing in common: They help you create a business that is easy and enjoyable to deal with…and that translates to success and profitability." -Wesley J. Johnston, Ph.D., Executive Director, Center for Business and Industrial Marketing, Robinson College of Business, Georgia State University