How To Know Everyone Who Affects Your Sale From The Chief To The Victim And From Your Campaigner To Your Enemy
From the fundamental differences between prospect Roles and Titles, the professional salesperson will review, learn and wield Score Selling™ CLIENT™ Leadership strategies to secure sponsorship and support of the sales process. The consultative application of the Org Chart--both as a strategic tool and as a selling tool will be applied. The profiling of dominant roles in the buying decision will empower the Score Selling™ trainee to rapidly take ownership of the principles of CLIENT™ Leadership efficiently and with high confidence.
The Following Courses will be Covered in this ONSITE Session:
The CLIENT™ Leadership category is all about the people in your prospects company who are involved in the decision to purchase your solution. Understanding who they are, what their relationships are with one another, what their power is within the organization and what their level of accessibility is are all vital concerns for the professional salesperson...readmore
Specific relationships with key personnel and stakeholders make the critical difference in winning the opportunity and closing the sale. In this course you will build upon the Org Chart and Power Structure to specifically profile key decision makers in your sales process; how to position your solution vis a vis their needs, ultimately mapping a process to secure their approval requirements and earning a "Yes" from each...readmore
“Score Selling™ helps me to sell more by following the rule of CLIENT™ and LANC™ much more closely, do a better job qualifying, and build org charts. It emphasized where I need to be more organized and how I can better gather intelligence and be a better communicator.”
John Z. Project Specialist, Industrial Sales
"He made the class fun. Which in turn makes it easy to learn."
Waylon. F., Territory Sales Specialist
"I am taking a more proactive goal in knowing my sales goal and striving to surpass it. It has allowed me to understand how to really listen to a customer needs."