What separates a top salesperson from an average performer? Given the same product knowledge, sales goals and selling tools, why do some salespeople fail and others succeed?
The answer has to do with focus. Average salespeople focus on their own desired outcomes, goals and interests. Top salespeople focus on the customer. When selling, we need to remember that we must not only worry about what we are trying to achieve, but also seek to understand the customer's desired outcomes and interests. If we stick to our own perspective, we risk failure in the sales process or arriving at a solution that not only does not satisfy either person's interests, but also results in mistrust.
Avoid the six most common mistakes sales professionals make
Plan for the sales call
Ask questions that guide the discussion
Communicate without becoming aggressive
Meet customer needs without giving in
Challenge the customer to think differently
Discover the secrets of building rapport
Use proven selling strategies
Address the customer's fear of making a decision
Close the sale
Handle tension, conflict and unproductive emotions
Learn how conflict can be prevented
Unlimited snacks and refreshments will be provided throughout the workshop. Lunch is not provided and participants are free to leave the facility for a one hour lunch break.
September 29-30, 2021
(Tero Learning Center, Des Moines, Iowa)
8:30 a.m. - 4:30 p.m. both days
You may cancel your registration up to 14 days before the seminar. 75% of your registration fee will be refunded. If you need to cancel less than 14 days prior to the seminar, you may send a substitute from your organization or transfer your registration to another Tero seminar within one year.
Tero accepts MasterCard, Visa, American Express and Discover as an alternative to our standard invoicing procedures.
I think everyone could benefit from this training no matter the level of experience.
Nick MullerCedar Rapids, Iowa
A lot of value in it. Great experience for new and seasoned sales professionals.
Yolanda ChrystalDes Moines, Iowa
No matter how long you've been in sales, you will get something out of this.
Jim StoutDes Moines, Iowa