the Motivational Selling Series: Selling Strategically

Can you and are you willing to sell strategically? This is about having a stealthy strategy.

A winning sales force is not full of professionals who have the longest list of benefits, supplies the most charts and graphs, or even the most features. Winning sales teams are investigative - they do their homework to find out the why and the how. They know their prospects, find opportunities and identify a company's reasons and guidelines for a purchase. The most effective sales teams are those that know the most about how their product successfully pairs with the customer's reasons to buy. The strategy is about putting more energy into finding out everything there is to know about your prospects.

The core of true sales success comes through the execution of a logical and repeatable sales process; a process that can be learned and improved, as opposed to an inherent skill. (Although people bring their own unique personalities to the logic.) It's a process that helps a sales professional take an objective look at her opportunities, identify key decision makers and their degree of influence, develop an understanding of their customers, and formulate a winning strategy for each unique selling opportunity. The Motivated To Sell Strategically seminar will teach you and your sales professionals these important skills.

They will help you understand:

• What defines a sales opportunity
• How to identify key personnel and their influence
• How to identify critical questions
• What criteria a prospect or customer uses to buy
• Strategize on an effective action plan to better position yourself to close the deal