Too much of what salespeople are taught to do and say is centered on how to be a better "salesperson.
" But in order to become more effective in the sales profession, we actually have to get past being a sales person. What we really need to do is think more like customers. When we make this subtle but profound change in how we think and behave, we can: •Find and create sales opportunities where no opportunity existed before. •Build relationships with clients as opposed to just "selling" to them. •Better qualify which sales opportunities most deserve our time and attention. •Sell the value of your products and services and solutions instead of just features and functions. •Understand and help your customer work through their buying process more quickly. •Close a higher percentage of the opportunities we choose to invest our time and effort in.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
What Customers Think About
- What Drives Customer Thinking and Behavior
- What Makes a Customer Receptive to Listen and Talk With You
What Customers Really Want
- Factors That Drive a Customer to Take Action to Buy
- How Those Factors Govern Their Buying Behavior
How Customers Perceive Value and Risk
- Understand the Lens Through Which a Customer Views the World
- How They Perceive What You and Your Offerings Can Do for Them
The Sales Process Redefined
- Understand the Various Steps and Stages of Your Customer's Buying Process
- What Causes People to Move Forward Through the Process
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on June 25, 2013.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Bill Stinnett
Sales Excellence, Inc.
Bill Stinnett is the president and founder of Sales Excellence, Inc, a global training and consulting organization helping companies of all sizes grow their client bases, increase revenues, and keep more profits. He began his career in retail sales, spent several years in direct sales to private consumers, and ultimately moved into corporate sales to Fortune 1000 customers. Mr. Stinnett has more than 20 years specializing in the sale of high-technology solutions and complex sales.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
All of your training, right here at Lorman.
Pay once and get a full year of unlimited training in any format, any time!
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