Grow Sales 20 to 30% * Atlanta Based * Custom OnSite Sales Training * Outside Sales & Inside Sales

Why Most Salespeople Ignore the Paper-Path and Why You Will Never Fall into that Trap

Why Most Salespeople Ignore the Paper-Path and Why You Will Never Fall into that Trap

Regular price $249.00

Your path to a closed sale is filled with personnel who have an official stake in the approval process; they must sign off and personally approve your champion's requisition as it passes through the company's internal procurement process.  Far too many salespeople wait too long to begin to understand who these critical decision makers are, finding too late that someone has "popped up" in the decision who is not ready to approve it.

In this course 
You will develop a strategic approach to mapping the paper-path and profiling the decision makers on it and what you need to do to ensure you get a "Yes" from each.

Reading: Money!
Chapters 1-2

Make It Yours! Exercises
Asset. LANC™ Sphere of Concern & Paper-Path   
Asset. Handle the Price Objection   

Duration
45-90 minutes