This class walks you through the steps of how to successfully sell against your competition using a Consultive Selling process. Jeff will review what has made the field sales reps of Fortune 500 companies so successful. He will train you to find out:

•The best ways to contact your prospect and then what specifically to do

•How to ensure that you have plenty of time to make your presentation

•Should your organization have a BDM and a SAM

•How to set it up so that NO becomes a good word

•What the 22 minute rule is

•The importance of role playing

•If you should leave your appointment or stay if you feel you are getting nowhere

•How to find out the customers craziness or pain

•How to ask the right questions by going from broad to specific

•How to play the question game – THIS IS KEY TO CONSUTLIVE SELLING

•When you should push and when you should walk away

•Should you leave your pricing behind

•How to find out if you are being used as an unpaid consultant

Your sales job will be just a tough as it was before but now you are armed with the proper and specific tools you need to make sure that you don’t waste your time and walk away with the proper information or P.O. each and every time.

This program is designed to give you a very specific review on how to compete and what specific next steps you need to take to give your sales organization the tools they need to be highly successful.

This class normally takes two full days to fully complete but can be adapted to fit your needs