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Disruptive Selling© is a customized, scalable model for engaging and developing prospects who may not yet have a context for what your solutions can provide.
Sellers leave with a process for counseling Buyers through a new and innovative solution to a problem they have been experiencing. This requires prioritizing new opportunities based on urgency to buy, rather than interest level. By mastering these skills, sellers will experience fewer “stalled” deals in the funnel and learn to focus their time and energy on worthy opportunities.
Who should attend?
Sellers seeking to convert curious prospects into customers
Identify the Buyer’s Decision Process
- Understand the difference between a Buyer that is interested in what you have to offer and one that is likely to make a purchase
- Learn how to customize demonstrations and presentations according to objective Buying signals
- Help Buyers first understand the full scope of the problem, before working with them to identify the right solution
Develop Call Structure and Strategy
- Know when to advance an opportunity with momentum, and when to nurture a Buyer while they progress at their own pace
- Plan a scheduled call by identifying the strategic objective, mapping out an agenda, and creating a purpose statement that focuses the discussion
- Learn to plan and execute periodic follow up calls to interested Buyers without relying on “just checking in” as the reason for the call
Increase Buyer Rapport and Influence
- Prompt reflection on the part of the Buyer to by asking questions, rather than telling them what they should care about
- Position questions and information shared to elicit invitations from the Buyer to share opinions, presentations or proposals – rather than freely offering them
- Understand and use the science of attentive listening and effective communication behaviors
Contact Funnel Clarity for dates and cost information.
Funnel Clarity is a professional training and performance improvement company focused on transforming the sales training experience by focusing on the conversation. We believe capable sellers are the single most valuable resource to buyers, and yet most sellers and buyers...