Learn how to overcome common sales objections and sell to different buyer personas.
Many sales organizations use a sink-or-swim approach to hiring and deploying new sales talent. Training budgets have been cut, and spans of control are too high for sales managers to provide sufficient day-to-day coaching. This can result in decreased win rates and increased price discounting when savvy buyers raise objections to standard sales pitches. In a period of high inflation and economic uncertainty, that can be devastating to a company's growth and profitability. This presentation will introduce several techniques to help sales reps and sales managers understand buyer motivations, prepare better for contentious customer conversations, manage concessions and negotiations, and overcome objections to close more profitable business. These techniques are time-tested and can be incorporated into role-play exercises for new and experienced salespeople to stay sharp on the critical negotiation skills required to stay competitive in a volatile economy.
Agenda
Faculty
Scott Sands
Simon, Kucher & Partners
- Senior Partner and Sales Effectiveness Practice leader for Simon-Kucher, a global sales and marketing consulting firm with 2,000 employees
- 30 years of consulting experience across multiple industries
- Consulted with hundreds of companies in technology, life sciences, financial services, manufacturing, distribution, and business services industries
- Has published and spoken at events on six continents
- M.B.A. degree, focus in marketing and organizational effectiveness, The University of Texas; B.E. degree in electrical engineering and mathematics, Vanderbilt University
- Can be contacted at [email protected] or 404-276-7876
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