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COURSE DESCRIPTION: What happened? Your first meeting with the prospect was a home run… suddenly, your emails go unanswered and your phone calls go to voicemail limbo. This is the classic stalled sale. What’s worse is that you don’t know what to do differently the next time. You start to feel frustrated and angry at the “darn prospects.”
Guess what? The problem is not with your prospects – it’s with you!
You may have created buying obstacles that made the stall inevitable. You may have been so focused on how well that first meeting was going for you that you totally overlooked how things were going for your prospect.
Sales expert Paul Cherry's "Performance Based Results" approach has helped thousands of salespeople bypass the stalled sale and accelerate their sales cycle. Clients consistently cut their sales cycles from months to weeks. Paul's system has helped sales organizations move from single-digit closing ratios using cold calling to 20% closing ratios using these techniques. And it works across industries, with all kinds of salespeople – from the very outgoing to the quiet introverts and everyone in between.
In this Business 21 Audio Conference, sales professionals will learn:
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What’s the “missing piece” that stalls most sales
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What you can do in the prospecting phase to defuse stalls before they arise
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Why great salespeople aren’t afraid to openly address tough issues upfront
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How aligning your sales process with your buyer’s buying process jumpstarts stalled sales
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How to use Impact Questions® to bypass stalls and help your buyer to buy
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When to back off from ‘sales mode’ that causes stalls and shift into ‘change management’ mode that moves buyers forward
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How to get onto your prospect’s internal decision team to accelerate the sale
ABOUT THE SPEAKER: Paul Cherry is President of Performance Based Results, an international sales and sales leadership training organization. He has more than 19 years experience in sales, management, executive leadership and performance improvement strategies. Johnson & Johnson, Medtronic, Blue Cross, Comcast, Moody’s, Shell, Harley Davidson, Tyco, Nashville Predators, Pepsi Cola, Prudential, and Wells Fargo are just a few of the 1,200 clients who Paul has worked with. To date, more than 20,000 individuals have benefited from his assessment and coaching programs to achieve greater success, both personally and professionally. Paul is author of Questions That Sell published by The American Management Association in April 2006. He has also published over 125 articles for leading business and sales publications.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
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