we often talk about “sales fundamentals” or “sales 101” — the basic skills and knowledge a professional seller must master to execute an effective sales call. what separates the best sellers from everyone else? every seller should work through a standard checklist of questions as they lay out their strategy to engage a particular customer: and this, of course, is just the beginning. anyone hoping to execute an effective sales call is going to have to start with this kind of information. all to better anticipate customers’ needs, build credibility, and hopefully create a connection. but that might be equally true of many highly experienced, well-connected core performers unable to translate that knowledge into actual sales performance.
but for all top performers, a bigger part of the answer is about posture. simply put, star performers are looking for places where the customer might have got it “wrong” — through omission or commission. star performers are looking for an “in” or a reason to have a conversation with the customer about their business on their terms. they do this in a way that provides the rep an opportunity to offer that customer an alternate perspective, rather than a confirmation of one they maintain already. according to ceb, now gartner, research, the difference isn’t what they look at, but how they look at it. and nothing should be assumed to be (completely) accurate. that’s why the overall “posture” is more important than the specific questions on a list.
you know how critical it is to stay at least one step ahead of your customers, your competition, and the changing circumstances of these challenging business times. your goal is to always stay at the top of your game. you need, quite simply, an advanced course in selling taught by a master of the trade. following up on his phenomenal best-selling program, the psychology of selling, brian tracy’s advanced selling techniques is a powerhouse advanced selling program for seasoned sales professionals.
learn the critical issues involved in selling to professional buyers in large organizations. become the preferred vendor of your product or service. brian tracy’s advanced selling techniques is your key to immediately increased sales and even more spectacular selling success — your guarantee of staying one step ahead. enhance your success with some of the most brilliant, motivational quotes ever expressed … delivered right to your inbox, each and every day! we take pride in our fast and courteous customer service.for inquiries, questions or comments, click to send us a message below: if you decide for any reason within the next 30 days that your cd or dvd program* is not for you, simply return your selection(s) for a refund or exchange.
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