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The MAJOR™ Revenue Stage Part 2

The MAJOR™ Revenue Stage Part 2


Eventually there will be the subject of pricing and your willingness to discount.  Be smart about it and be ready for it.  When the prospect says ‘I think the price is the problem’ you need to be able to say ‘I disagree; unless you don’t think the ROI is real.’ By doing this, you will keep the attention focused on the real issue—solving their multi million dollar business problem.
Reading: The MAJOR™ Revenue Stage!
Chapter 2, 4, 7-8
Make It Yours! Exercises
Asset. Practicing Your “No”   
Asset. Plan the Closing Meeting   
Asset. Craft an Agenda   
Asset. Get Commitment on Agenda   
Asset. Actual Closing Meeting   
Asset. Closing for the Order   
Duration
1-3 hours