DECISION MAKING

Launch & Learn, 2 hours, half-day

OVERVIEW

Bring predictability and consistency into your sales process and learn the knowledge and skills to uncover the decision-making people, process, and criteria of your clients. Know how to turn your intermediate decision maker into an “inside salesperson.”  Know how to get your “inside salesperson” committed to your cause before he or she goes in front of the committee for you.

Find out how to recruit your “inside Salesperson” and neutralize those people that may have concerns or favor a competitor’s services over yours. Understand how to get commitments from the different types of buyers you’re prospecting.

• Too many leads lost
• Sales team is never sure who they should be “convincing” when sending proposals, follow-up emails, etc.
• Struggle to get past the sales “gatekeepers”
• Proposals are sent and dismissed before they reach decision makers
• Lack of awareness regarding corporate sales structure

• Critical thinking and problem solving
• Building trust and influence
• Market/Consumer research and analysis
• Process-based habit change
• Conversational Intelligence
• Differentiation

• Gain access to those influencing the decision makers
• Understand what motivates those involved in the decision process
• Train influencers to become inside salespeople.
• Neutralize the competitor’s fans on the buying team
• Drive consensus among complex, multiple decision makers
• Get rid of “think-it-overs”

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DELIVERY OPTIONS

Webinar

On-site

eLearning

WHO SHOULD ATTEND

Social Influencers

Changemakers

High-potentials

Those who struggle to be assertive

Learning and Development Personnel

No formal sales training

Outdated sales training

First time leaders through seasoned managers

No formal leadership training

Managers who need higher performance from their team

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