Learn valuable techniques to avoid common mistakes made by salespeople in order to ensure sustained success.
Continue to make common and yet avoidable sales mistakes and it is only a matter of time before your competitors take your business and you lose market share. The world is changing but certain truths have not or will ever change and they are 1) people buy from organizations and people they trust; 2) the answer to sustained success is not technology but maintaining relationships with customers; 3) without a proven sales process you will never maintain consistent positive results; 4) if you fail to control the sale process you will waste time, resources, and effort; 5) if you don't keep getting better and smarter, sooner or later you will fail. Learn proven techniques, strategies, and approaches to avoid the common mistakes many salespeople make and how to develop and apply proven actions and steps to ensure sustained success.
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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
Lack of Consistent Execution of a Proven Sales Process
- Why a Process Is Critical
- The Necessary Ingredients in a Sales Process
- The Consequences of Not Following a Process
Reliance on a Single Marketing or Communication Approach
- Why Technology Is Not Always the Only or Best Answer
- Have a Blending Process
- Know What Works by Keeping Accurate Sales Records
Poor Product/Service Messaging Concerning Prospect Needs, Desires, Goals, Problems
- Why People Buy
- Why People Don't Buy
- Basic Communication Skills for Effective Client Development
Failure to Control the Sales Relationship
- Establishing a Win-Win Strategy That Works for Everyone
- Closing Is Not a Transaction When It Comes to Buying
- Talking vs. Listening - What Is the Best Mix
Poor New Prospect and New Client Development and Attraction Strategies
- Failure to Have an Ideal Prospect Profile Wastes Time and Resources
- Avoid Spending Too Much Time With Poor Prospects
- Learn to Leverage Current Client Relationships
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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 September 29, 2020.
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
Tim Connor
Connor Resource Group
- Partner in the office of Connor Resource Group
- Global speaker and trainer and bestselling author of over 80 books
- Over 4,000 engagements in 27 countries
- Earned the prestigious CSP (Certified Speaking Professional) designation from the National Speakers Association in 1990, held by fewer than 700 people today
- He is a respected and globally sought-after business and career coach, consultant and speaker that facilitates organization strategic planning sessions each year for many clients
- Several of his sales and management books have achieved global bestselling status including Soft Sell, You Call That Selling, Corporate Disconnect and 81 Management Challenges
- Can be contacted at 704-875-1230 or [email protected]
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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.
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