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Create Opportunities with Conceptual Selling and Strategic
Appointment Setting
Conceptual Selling®
Customer Interaction Strategy for Winning Complex Sales
Conceptual Selling® helps connect the way salespeople sell to the way their customers buy. The program clearly defines how to unearth a customer's key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish.
Using the popular Green Sheet tool, organizations gain a framework to view the sale from the customer's perspective, build credibility, and create collaborative win-win solutions. Conceptual Selling® gives organizations a common process and language to intelligently pursue sales opportunities. This allows internal teams to improve collaboration on large deals and see more movement of opportunities through the sales cycle.
Executive Impact SM
Strategy for Securing Executive Approval
Executive Impact is a framework for understanding how C-Level executives make decisions in order to align the salesperson's approach to the way executives prefer to buy. By tailoring the approach to meet an executive's style of processing information, organizations will enable salespeople to have more effective C-level meetings.
Executive Impact provides the process for identifying the executive's decision-making styles in order to deliver the right information to improve the probability of success.
Executive Impact is available as a one-day program or a condensed half-day skill builder.
Securing Strategic Appointments SM
Contact Strategy for Generating Appointments
Securing Strategic Appointments provides companies a solid foundation to build stronger techniques for targeting contacts to secure high-value meetings. Organizations will increase their prospecting confidence by learning to develop compelling reasons for prospects to agree to meetings.
Securing Strategic Appointments helps provide organizations with a prospecting framework which leverages the best practices of top performers. Over time, successful frameworks can be compiled and stored to create a database of outbound call, marketing or email campaigns.
