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OnDemand Course

The Negative Results of Overselling: How to Turn Your Sales Culture Around

Learn what to do when you realize that you have indeed overpromised on a sale that you know you can't deliver.

Even though most sales people know how dangerous it is to over-promise and underdeliver, why is this technique still so widely used in B2B and consumer situations? With increased sales quotas, many salespeople are grasping at straw and think this is the only way they can close a sale. But that just isn't true! From this topic, seasoned professionals can learn tips for avoiding the pitfalls of overpromising and under delivering. You will learn to develop and maintain a vibrant pipeline and close more sales by underpromising and over-delivering. And it provides a compass for organizations to use in building and maintaining profitable customer relationships.

Runtime: 59 minutes
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Why Lorman?

Over 33 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

How to Determine the Cost of Overselling: Developing Profitable Customer Relationships

  • Understanding the Impact of Customer Lifetime Value on Customer Retention and Profitability
  • Calculating the Cost of Lifetime Value
  • Stopping Unprofitable Sales Practices: Underpromise and Over-deliver

Tips for Avoiding Over-promising

  • Identifying Customer Expectations: Decreasing Customer Effort
  • Preselling Objections and Managing Expectations
  • Transforming Order Takers Into Sales Makers

Strategies for Maintaining a Vibrant Pipeline

  • Helping Prospects Become Customers
  • Making More Sales in Less Time
  • Closing Those Reluctant Prospects
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Why Lorman?

Over 33 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 June 22, 2016.

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

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Why Lorman?

Over 33 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

Kerry Weiner Elkind

Kerry Weiner Elkind

The Elkind Group

  • President of The Elkind Group
  • Practice emphasizes all aspects of service to sales skill development and coaching
  • Conducts regular seminars and workshops on transforming managers into inspiring and effective sales leaders, transforming supervisors into performance coaches, and transforming service representatives and order takers into fearless sales makers
  • Wrote several publications related to the areas of improving sales and service
  • Licensed neuro-linguistic coach and senior Birkman consultant and certified mediator
  • Master’s degree in education and a certificate in educational therapy, Holy Names University
  • Can be contacted at [email protected], www.elkindgroup.com or on Twitter® @theelkindgroup
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Why Lorman?

Over 33 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.

All of your training, right here at Lorman.

Pay once and get a full year of unlimited training in any format, any time!

  • Live Webinars
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  • White Papers and Articles
  • Sponsored Live Webinars

Additional benefits include:

  • State Specific Credit Tracker
  • Members Only Newsletter
  • All-Access Pass Course Concierge

* For audio recordings you only pay shipping

Questions? Call 877-296-2169 to speak with a real person.

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Product ID: 396959
Published 2016
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