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Audio & Reference Manual

How to Deal Effectively With the Influencer

Learn tips and tricks you can implement now to better understand the influencer and what role they play in the sales process.

More and more often sales people have to go through influencers when pitching their products or service. Learn how to deal with and effectively close the person standing between you and the decision maker. What you'll learn: • How to qualify for and identify roles of influencers • How to get buy in at the end of your presentation • What you need to know about the real decision process • Why trial closes are your best tools • How to ask for the sale with an influencer

Runtime: 59 minutes
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Why Lorman?

Over 32 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

What Is an Influencer?

What You Need to Know About Every Influencer

Identifying and Qualifying the Influencer

Qualifying Questions for an Influencer

What You Need to Know Before Your Presentation

Closing the Influencer

Dealing With Objections

Getting Buy-in From the Influencer

Qualifying for Process

Getting Final Buy-in From the Influencer

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Why Lorman?

Over 32 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 Webinar

This course was last revised on June 1, 2017.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

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Why Lorman?

Over 32 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

Mike Brooks

Mike Brooks

Mr. Inside Sales

  • Founder and president of Mr. Inside Sales, a leading inside sales consulting and training firm located in Raleigh, North Carolina
  • Bestselling author of books on inside sales and phone script development including: The Ultimate Book of Phone Scripts
  • Has been voted one of the most Influential Inside Sales Professionals by The American Association of Inside Sales Professionals seven years in a row
  • As a V.P. of Sales in the financial and securities industry Mike developed a “Top 20% Training” program that doubled and then tripled sales in a two year period (from 27 million in revenue to over 112 million)
  • His articles on sales and sales training have been published on blogs and sales sites throughout the world including “Eyes on Sales”, “SalesHQ”, "Sales Gravy”, etc.
  • Look for his new book due out in July 2017, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!
  • Can be contacted at 919- 267-4202, [email protected], or www.MrInsideSales.com
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Why Lorman?

Over 32 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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Product ID: 399937
Published 2017
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