January 17, 2012
2:00PM
January Webinar
"Selling Has Nothing To Do With Selling!"
In your Office or Boardroom
Join us for The Printing Industries of Ohio • N.Kentucky's January Webinar —
Selling Has Nothing to do with Selling
with Rick Farrell, Tangent Knowledge Systems
TUESDAY, January 17, 2012 — 2:00 pm
IN YOUR OFFICE OR BOARDROOM!
FREE because of your Association Membership
Learn how to design a sales process/methodology that levels the field and gives your sales people more leverage through a disciplined sales process that encourages sales people to size up opportunities based solely on motivation to change and the underlying pain that drives it.
What you will learn:
- How the feature/benefit style of selling will marginalize your selling position and reduce you to a commodity.
- Why the mandate of sales people is to play the role of a neutral “change agent” and help clients independently discover on their own if they have a compelling reason to change and what the cost of change represents to them.
- Why selling is no longer just “what are your requirements/application needs and how can we meet them?” Now it is “what is your company’s vision/mission, your critical success factors and what is preventing you from achieving them?”
- Why traditional skill sets in persuading and convincing are far less important in today’s marketplace. What truly differentiates one company from another is their ability to be a business resource, a strategic advisor, an objective partner and a business strategist.
- Why your value propositions and your added-value are now valueless in today’s competitive marketplace.
- Why sales managers may be unwittingly sabotaging the company’s sales effort.
- Why sales people should adopt a “non-selling posture”. The goal of their sales call is to have prospects sell them as opposed to putting all their effort into selling prospects.
Click Here to register