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Creating the Productive Selling Zone®
Productive Selling Zone®: Understanding | Creating | Sustaining | The Matrix
As part of our extensive research, we have studied and interviewed over 15,000 salespeople and their managers from a variety of industries all over the globe. As a result of this research, we have been able to identify certain daily traits, activities and behaviors demonstrated among the "Best of the Best" performers today.
In addition to our best practices research, we interviewed several thousand companies and asked them to describe the best salespeople that they had ever encountered and what it was that set them apart from other salespeople. We combined this “buyer based” interview data with our “best practices” research to create a set of tools and processes that we share in our custom-designed sales and sales management training to enable sales organizations to master the following critical skills of Productive Selling:
- Integrating an Effective Sales Process
- Outsmarting the Competition
- Selling Value, Not Price
- Targeting Your Prospects
- Finding the “Real” Business Issues
- Understanding How People Buy
- Knowing What You’re Up Against
- Weaving a Web of Influence
- Creating a Sense of Urgency with the Buyer
- Getting Buy-In on the Initial Call
- Empowering Decision Makers
- Standing Firm in Final Negotiations
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