Product Description
How it Works
Why You Need to Change the Way You Sell or Become Extinct!
Have you noticed? Selling has changed. Buyers don’t buy the way they used to. They’re better informed (thanks to the Internet) and more people are involved at higher levels in the decision process than ever before. That’s changed the playing field considerably. It means longer selling cycles and more focus on price as the differentiator. It’s created a much tougher road for salespeople to navigate.
So the old sales pitch (“we’re the best, fastest, competitive prices, great service, blah, blah, blah”…that worked a while back is now an obsolete tactic that does more to hurt you than help. And if you can’t get up the food chain to the real decision makers, you’re at an even bigger disadvantage.And let’s not forget about competition. Today you’re faced with more competitors with better products and services than ever…and they’re hungry. All this is making your job harder than ever.Clearly a new approach with different and better skills is needed if you are to adapt successfully to the new selling reality. But salespeople have been very slow to change. They still coming across as product pushers when the buyer is looking for creative problems solvers. The disconnect is palpable.Which leaves you with a clear choice. Step up your game, or ultimately go the way of the dinosaur.
Working harder, or working smarter. Make the right choice.
You’re already working hard, and maybe it’s not working. Our Common Sense Selling® process is delivered to you on line via our SalesCoach learning portal. It consists of 6 modules with approximately 40 short (6-12 minute video lessons). In Module 1 you will want to take the National Sales Challenge and print the workbook. The modules will be delivered to you at the rate of one per week for the next 6 weeks. Please take time to review the content in Modules 1-3 before you arrive in San Diego for training. This will help you get up to speed faster and accelerate the learning process.
Our Common Sense Selling® process is delivered to you on line via our SalesCoach learning portal. It consists of 6 modules with approximately 40 short (6-12 minute video lessons). In Module 1 you will want to take the National Sales Challenge and print the workbook. The modules will be delivered to you at the rate of one per week for the next 6 weeks. Please take time to review the content in Modules 1-3 before you arrive in San Diego for training. This will help you get up to speed faster and accelerate the learning process.
The Locker Room is available immediately and contains extensive audios and two books, including Common Sense Selling which is downloadable. The Quick Lessons & Role Play CD is also downloadable and will provide a strong reinforcement tool for you as you progress through training. The content in SalesCoach is available to you for 12 months and we suggest that you refer to it often in order to continue building your selling skills.
This program covers all aspects of selling from A to Z, including…
- How to take and keep control of the sales process from beginning to end
- How to eliminate the “premature presentation/proposal” and truly learn to diagnose problems and sell solutions
- How to get past gatekeepers and spend time with decision makers
- Understand when and how to discus budget and money issues.
- Understand how to build value, differentiate from competition, deal with price pressures and sell at higher margins.
- How to keep your pipeline full with our innovative prospecting techniques
- Why it’s better to get a “no” early and move on
- How to prepare for every sales call so you accomplish your objectives
- How to keep your pipeline full with our innovative prospecting techniques
- Creative ways to handle the most common stalls and objections
- How to create rapport with almost anybody
- How to deal with procurement and sell at higher margins
- How to prepare for and win at negotiations
