Controlling the Sale

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39:38

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1. Introduction

001. Whats in this course.mp4

01:34

002. Why is this important.mp4

01:51

2. Getting Started

003. Have a clear goal.mp4

02:08

004. Set the tone.mp4

02:08

005. Ask questions and listen.mp4

02:16

006. Be the challenger.mp4

02:58

007. Remain respectful.mp4

02:17

3. Overcoming Obstacles

008. Control the narrative.mp4

02:12

009. Handling objections.mp4

04:05

010. Competitors.mp4

04:05

011. Walkaway power.mp4

01:55

4. Controlling the Pace

012. Always have a next step.mp4

01:57

013. Sticking to deadlines.mp4

01:59

014. Closing date always on the horizon.mp4

01:39

015. Involve decision makers.mp4

03:06

5. Conclusion

016. The final close.mp4

02:00

017. Next steps.mp4

01:28

Description

By some estimates, 80% of sales deals are lost not due to budget, timescale, authority not being involved, or needs not being met. Instead, life just got in the way and everyone just forgot about it. The fact that this loss can be avoided means we should learn how to counteract it and increase our close rate by up to 80%! The way to counteract it is by controlling the sale. Controlling a sale isn't about being bullish, alpha, or by forcing the client to do things they don't want to do. It's about fully understanding the client's situation, including their deadlines and requirements, and assisting them in building and delivering the perfect solution. In this course, Miles Croft explains in depth how to control the sale without annoying or intimidating the client and therefore losing a professional relationship. He gives clear and concise instructions on getting started, overcoming obstacles, controlling the pace of the sale and finally, closing.

This course was created by Miles Croft. We are pleased to host this training in our library.

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Sales Skills

Sales Management

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