By the time you present your product or solution to the decision makers of a company, they have already done extensive research on the web, and compared your solution and that of your competitors to their internal checklists. They are already more than half way through the decision-making process before you even get a chance to say a word.
Wouldn’t it be great to know ahead of time what is on those checklists so that you could align your solution to their business priorities? This is what Linda Richardson promises to teach sales people in our upcoming Soundview live webinar, Changing the Sales Conversation.
To engage clients today you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing.
Richardson will talk about:
- Futuring – to prepare for and anticipate customer needs.
- Heat-mapping – to use insights to focus and engage customers.
- Value-tracking – to connect your solutions to business outcomes and ROI.
- Phasing – to use sales process to forecast accurately and close.
- Linking – to reassert heart and trust into your sales conversations.
Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training business. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”
Linda is credited with the movement to Consultative Selling, which is the cornerstone of Richardson’s methodology. Other innovations Linda has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology. Her innovation in eLearning earned Richardson the Best Soft Skills Award from Elearning! magazine and Product of the Year for Richardson SkillGauge™ diagnostics from Customer Interaction Solutions magazine.
Invite your whole sales team to this webinar. The price is the same whether you’re sitting alone at your desk, or in a conference room with your team. And for subscribers, this and all Soundview Live webinars are free.