SKU: COAB2B
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Release Date: May 2002
Nationally known business consultant, author and trainer Winnie Ary brings with her years of successful selling experience to this exciting venture. Her energetic, motivational and direct communication style will quickly draw your staff into her crucial message. Some of Winnie’s clients include: Ashland Chemical, Bank One, Boise Cascade, Haworth, Ikon Office Solutions, Knoll, Lexis Publishing and United Way.
This 3-part series is designed to help sharpen the new-business selling skills of even the most seasoned sales professionals by helping them aggressively mine their territories and become more confident in pursuing and closing new accounts. Train your salespeople to be superstars and help your business thrive!
An Excellent Resource That Will Help You:
- Find new prospects within existing accounts to maximize revenue from your current customer base.
- Extend your product life cycle and increase revenues by reaching new niche markets.
- Develop a national accounts program for selling to multiple sites within an organization.
Part 1: Business to Business Prospecting: Determine and Reach Decision Makers: Sticking To It
The first step in the sales cycle is often the most difficult. This video highlights important tips that will help your staff to get past the gatekeeper and make contact with the person who can turn a sales call into a profitable business opportunity.
It covers the following:
- Implementing an action plan.
- Increasing the effectiveness of each sales call.
- Getting beyond the barrier when you can’t reach the decision maker.
- Superstar salespeople.
Part 2: Business to Business Prospecting: Verify the Decision Maker and Ask for the Business: Develop the Thirst
Salespeople will learn to overcome the "resistance mode" often encountered in an initial sales call. The video shows how to determine the needs of a potential client while developing trust and rapport.
It covers the following:
- What to say once you’ve made contact. Setting appointments–Quality vs. Quantity.
- Don’t kiss on the first date–the importance of relationship building.
- How to ask for the business.
Overcoming the "resistance mode."
Part 3: Business to Business Prospecting: Listening and Addressing Resistance: Prepare for the Obstacles
In this informative video, your staff will learn how to master their selling skills and overcome the inevitable objections that follow once you have asked for the business.
It covers the following:
- Addressing resistance and handling objections.
Knowing when to: listen, ask questions, and wait for a response.
- Importance of open-ended questions.
- Establishing rapport.
- Mastering your selling skills.
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