The main objective of this session is to introduce you to creating a Productive Selling Zone. By the time the session is over, you will understand the 9 keys to productive selling, the characteristics of productive selling, and the characteristics of unproductive selling.
Why “Productive Selling” Matters:
The idea of productive selling is understanding what the keys are to productive selling, understanding the characteristics between productive selling and unproductive selling, and focusing on the customer.
If you can think about what’s in it for them, and you position your solution to help them be even more successful in their business, you will be in that productive selling zone, and the sky is the limit to the amount of performance that you will be able to generate in much shorter periods of time.
- Salespeople who are really good about following up become more successful.
- Establish standardized processes to engage decision makers early in the cycle.
- It’s critically important to sell Value vs. Price and the salesperson is part of the value equation.
- The best clients that we have are the ones who buy multiple products and services from us.