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Asking Questions - Audio Tape or Compact Disk ($34.95)
Sales people are better at telling than asking questions. We feel the lack of questions is viewed by the prospect as indifference. No one wants to be probed or interrogated, but most prospects and customers welcome questions. Questions show you care.
You will learn...How, when, and why to ask questions.
Who benefits...Anyone who sells products or services.
Buying Influences - Audio Tape or Compact Disk ($34.95)
Companies and their personnel are analyzed and categorized into one of the influences: Users, Technical, Coach or Economic Buyer. What do you talk about with each to win The Order?
You will learn...How to reduce perceived and real risk, when and what to say to prospects and customers, how people buy according to their positions, about the buying influences within companies.
Who benefits...Sales people, sales managers, support personnel, and account reps.
Financial Factors - Audio Tape or Compact Disk ($34.95)
How does upper management evaluate your products and services? Can you justify the price and cost of ownership of what you sell? Learn how executives make buying decisions based on financial data. The tape has two sections, one for expense items and one for capital goods. Use the methods taught by a former Fortune 500 CEO. Price objections will turn into orders.
You will learn...An appreciation as to how management cost justifies buying capital, expense, products, or services.
Who benefits...Anyone in sales.
Keep Listening - Audio Tape or Compact Disk ($34.95)
Selling is not telling. Sales people should have two ears and one mouth not vice versa. The listener is introduced to the three levels of listening: marginal, evaluative and active.
You will learn...How to differentiate between different levels of listening, methods for better listening, how to become an active listener.
Who benefits...Sales people, sales managers, support personnel, and account reps.
Maximum Motivation - Audio Tape or Compact Disk ($34.95)
Reach your business and personal goals. This tape offers a method of taking responsibility for one's actions based on medically accepted data. Learn how to reach personal and business goals previously unattainable. This tape shows a method to change behavior.
You will learn...How decisions are made, how to set goals, how to reach goals, and how to maintain the goals.
Who benefits...Everyone.
The Process of Negotiating - Audio Tape or Compact Disk ($34.95)
Learn about the six major sources of power in a negotiation and how to make them work for you and minimize them when they work against you.
Learn the vital steps of planning for a negotiation and how to be prepared.
The old 80/20 rule applies in negotiating. 80% of concessions are given in the last 20% of the time for negotiation. Learn how to protect yourself.
Great sales people produce a lot of revenue for their company. Great Negotiators allow them to keep it.
We negotiate all the time in our social, family, consumer, and business lives. Anything you may want is owned or controlled by someone else.
The reality is we don't have a choice of whether or not we negotiate. The good news is that we have a choice as to how well we do it. We aren't born with good negotiating skills, but we can become good negotiators.
Win-win solutions will establish you and your company as good business partners. This will result in repeat business and provide a source for valuable referrals and references. This does not mean that you give away the store to make the other party happy. On the contrary, a win-win solution will often produce higher profits for you and increase performance for the buyer.
The key is looking for the better solution for both parties. Ask what you can do for them if they are willing to do something for you. Look for areas that will build business partnerships.
This session covers four vital areas of the negotiating process:
1. Negotiation is a vital business skill
2. Negotiation is a two way street
3. Negotiation is a process-not an event
4. Principles and sources of negotiating power.Price may very well be an issue it is not the only reason someone turns away. They may be able to win in other ways. A good first step in any negotiation is making sure you know the people, their perspective, wants and expectations in each negotiation interaction.
Some people think of a negotiation as an event, separate from the sales or management process. It can't really be separated. Negotiation is a process that may begin before you even meet a customer or prospect.
Learn how to leverage power in a negotiation.
Power is Relative
Power Can Be Real or Apparent
Power Does Not Have to Be Exerted
Power is Limited
Power Changes Over Time
You will learn...How power influences outcomes, how to plan for negotiating, how to improve your bargaining position, and how to win-win solutions.
Who benefits...Everyone!
Your Price Is Too High -Audio Tape or Compact Disk ($34.95)
Sales people often sell price instead of value. Listen to this tape and learn how to justify a higher price by demonstrating and quantifying additional value. Sales people must do better than saying, "We can save you money." Your efforts to cost justify will convince your customer to buy from you instead of a lower-priced competitor.
You will learn...To cost justify your product or service, to establish the cost of ownership.
Who benefits...Sales people that have to sell against lower-priced competitors.
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