The way customers buy, select suppliers, build relationships, and view sales people has dramatically changed with the internet.
Yet, many sales organizations continue to sell as they did ten or twenty years ago. Order this OnDemand Webinar and learn about alternative sales strategies for your sales team that helps minimize commoditization, reduce long selling cycles, and decrease rampant sales force inefficiencies.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Selling Has Nothing to Do With Selling
The Harder You Sell the Harder It Is to Sell
Selling by Its Very Nature so Often Produces the Exact Opposite Effect
The Object Isn't Just to Win It Is to Win Efficiently and Lose Quickly If You Are Going to Lose
The Sales Person With Least Emotional Investment in the Outcome of the Sale Will Consistently Outsell the Sales Person Who Is the Most Enthusiastic and Excited
Your Value Proposition Is Essentially Valueless
You Are Paid and Rewarded for Your Questions Not Your Answers
The Sales Person Who Does the Best Job of Understanding the Customer's Problems, Business and Operations Will Consistently Outsell the Sales Person With the Best Solution, Product and Price
The Best Presentation Is the Customer Presenting Their Problems to You
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on December 3, 2012.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Richard Farrell
Tangent Knowledge Systems
- President of Tangent Knowledge Systems
- Today in his role of president of Tangent Knowledge Systems, he continues to actively sell, prospect and manage client relationships in addition to the high performance training and development program he personally conducts
- Responsible for sales and business development for nearly 25 years, he brings a tremendous depth of experience and results to his audiences
- Stresses a nonselling posture that allows the sales person to play the role of a change agent rather than a product-centric transactional sales person
- Has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies
- Has helped identify performance gaps and provided sales plans to help track, measure and execute objectives to increase the company’s bottom line
- Can be contacted at [email protected]
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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Pay once and get a full year of unlimited training in any format, any time!
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