Selling strategies utilizing confrontation as a sales tool to advance the sales process
May 13, 2007
Believe it or not confrontation CAN be used as a tactical sales tool in your sales process. Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale. Sometimes you need to confront them to get the sales process back on track.
Sales Podcast Sales Blog
This weeks Master is:
Warren Greshes, President of Speaking of Success:
And Author of “The best damn sales book ever”
http://www.greshesblog.com/
http://greshes.net/
Sales Podcast and Blog Show Notes:
ROI Selling Workshop with Michael Nick added to June 5th SLAM 2007 Pre-Conference
In this highly interactive workshop based on the best selling book ROI Selling, Michael Nick will cover two major issues every software sales professional and executive faces: “How do we define, prove and measure our value?” And, “How do we implement a consistent value based selling approach within sales, marketing & professional services?”
The goal of this workshop is to provide an ROI blueprint to address the sales roadblocks your company is facing today. The workshop is broken into three segments:
Each participant of your team will gain a better understanding of why buy, why now, and why from you. Your deliverable from this exercise is the ROI Selling Value Matrix.
Next, you will build a series of questions that your sales force can use to capture prospect key pains, current cost of status quo and estimating the value your organization can deliver.
Finally, we discuss how to position ROI throughout your unique sales process.
This workshop will help you reduce discounting, shorten sales cycles and sell larger broader software deals.
Each participant receives a copy of ROI Selling and a workbook consisting of templates, training materials, and presentation materials. Cost is $295 per participant. Held Tuesday June 5th (1pm – 5pm).
Registration Contact: Tom Hayes
(414) 708-0847
www.roi4sales.com
We are also looking for two regional managers to oversee the east and west coast territories respectively. They would work with our network of Manufacturer’s Reps. We are looking for strong sales management ability, preferable in the security space but sales skill is most important. Any help you can give is appreciated
Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!
Listen to this weeks Sales Podcast
Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.
MP3 Stream 
Download MP3
Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com
No related posts.
Posted in Account Management, Podcast, Qualify, Sales Cycle
