Event Listings for February 22nd, 2017
Decision, Fulfillment & Post-Sell - SCC
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02/22/2017 11:30 am
02/22/2017 1:30 pm
Decision, Fulfillment & Post-Sell - SCC
President's Club: How many times have you given a presentation to a prospect who didn’t have the power, the authority, or the capability of giving you a "yes"? Many salespeople will externalize this frustration and become angry at the prospect. But, whose problem is it, really?
Decision - You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is the only acceptable answer and that he or she cannot say, “I want to think it over.” But, how do you do that without sounding like a salesperson? That is what you will discover in this exciting program!
Fulfillment - The entire success of a presentation relies on having established a good, binding, and mutually acceptable decision step agreement. The presentation is merely the fulfillment of the agreement. There is absolutely no room in the contract for any type of mystification and the words fulfillment and presentation are interchangeable.
Post-Sell - A simple matter of making sure the sale is locked up by deliberately giving your prospect a chance to back out while you are still in front of him/her. If there is a crack in the sale, you can patch it up on the spot.
Register today to receive your one-time FREE guest pass!
400 Washington St, Suite 302, Braintree, MA 02184
cs1@gnatraining.com
MM/DD/YYYY
11:30 am - 1:30 pm
President's Club: How many times have you given a presentation to a prospect who didn’t have the power, the authority, or the capability of giving you a "yes"? Many salespeople will externalize this frustration and become angry at the prospect. But, whose problem is it, really?
Decision - You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is the only acceptable answer and that he or she cannot say, “I want to think it over.” But, how do you do that without sounding like a salesperson? That is what you will discover in this exciting program!
Fulfillment - The entire success of a presentation relies on having established a good, binding, and mutually acceptable decision step agreement. The presentation is merely the fulfillment of the agreement. There is absolutely no room in the contract for any type of mystification and the words fulfillment and presentation are interchangeable.
Post-Sell - A simple matter of making sure the sale is locked up by deliberately giving your prospect a chance to back out while you are still in front of him/her. If there is a crack in the sale, you can patch it up on the spot.
Register today to receive your one-time FREE guest pass!