“10 Proven Work-Saver Techniques”

Join us for our next Webinar on September 27th and find out how you can help your salespeople sell more in the same amount of time… Or… Sell the same in less time!

Bill says this presentation will provide some answers to three burning questions of selling:

1. What goes on in decision makers' heads when they make a buying decision?
2. Why is it so hard to make a sale – is there an easier way to do it?
3. What do decision makers really want?

You'll learn how to get your team to hone in on what’s important to the buyer (the things that actually help make the sale).  So they can cut out a whole lot of unnecessary talk and unnecessary work…And make more sales in the process!

Each of these 10 techniques is based on Bill’s 30 years of research and experience in sales.  Find out what Bill’s research reveals about:

• Reducing the “racket” and focusing on what the buyer wants to hear most
• Why the average sales interaction takes too long and ways to shorten it
• The sales mistake decision-makers describe as “pervasive and annoying”
• Why "grinding" decision makers relentlessly simply isn't worth your time and effort
• The common claim that salespeople make that sounds like, “blah, blah, blah” to decision-makers
• Why the average decision maker remembers only 14% of what salespeople say and how to channel their selective memory
• 7 indicators that a decision maker perceives your salesperson as a “pest” rather than a professional

Bill will also talk about wising up when it’s time to “cut your losses” and walk away (so your team can go spend their time more profitably and productively with someone else).  And he’s got a few thoughts on why your sales team should ditch their euphemistic titles and their attaché cases.

Here's what you'll learn during this Webinar:  

• How to avoid the mistake that nearly 81% of salespeople make that annoys decision makers
  
• 3 areas where your salespeople can cut 20-25% OUT of their sales presentations to get better results faster
  
• Why your sales team should walk away From “hard” closes (Buyer’s remorse and cancelled transactions are only part of the problem)
  
• 3 tactics for eliciting more talk from decision makers to get them more engaged
  
• Why your sales team should pay close attention to the questions prospects ask and where those questions fit in building a sales presentation
  
• An extremely valuable rule of thumb your team should follow for every sales interaction (Hint: most salespeople alienate prospects because they practice this technique in reverse)
• What salespeople do that makes buyers become highly resistant