Successful selling demands specific questioning and listening skills to uncover criteria and values defining what a customer will buy, from whom, and why, producing a presentation that says, “Here’s what you said you wanted!”
Explore the factors which affect presentation impact and results, including how to use story structure, materials, and resources. Learn the unique formula that answers the essential customer question, “What’s in it for me?”
Most negotiations are won or lost before the encounter even begins. Learn to use the critical 3-Tiered Goal Analysis, and explore 13 negotiation strategies and tactics, plus applications to a variety of sales scenarios.