Your Sales Problem
|Reps get stuck in a self-focused way of thinking about the sales process.||Make a fundamental change to look at it as a “buying process” vs. a “sales process.”|
|Reps spill too much, too soon.||Slow down conversations to develop more urgent needs, then understand and influence buying criteria.|
|Reps present solutions without understanding the needs of 2nd & 3rd decision-makers, so promising deals collapse.||Employ techniques to gain access to 2nd & 3rd decision-makers. Probe for all “wish lists” to present more targeted solutions.|
|Promising 1st meeting with prospect but then nothing happens.||Back the customer up; ask more questions to define urgent “why change” needs.|
|Frequent price wars with competitors due to poor competitive selling skills.||Provide a method for evaluating and strengthening competitive position.|
|Major prospect goes “radio silent” at the 11th hour.||Training that helps reps anticipate and deal with customer fear as the buying decision approaches. Better buying cycle management by reps.|
|Forecasted deals don’t close due to intuition-driven sales forecasting.||To improve forecast accuracy, align reps on buyer-focused pipeline defined by evidence of customer actions.|
|Many sales training programs are complicated and cumbersome, so reps don’t use them!||Use our simple application tools and reinforcement which leads to higher adoption rates.|
TopLine delivered their program with great skill and passion. Our salespeople were impressed that TopLine understood our business and could speak our language.
Slow Down, Sell Faster!™
Sales Training Workshop
April 24-25, 2019
The Grand Sierra Resort, Reno, NV
Limited Seating, reserve your spot.