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Workshop: SW4
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Speeding up your
Sales Cycle |
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Summary
To put this in the most basic terms:
"the shorter the sales cycle, the sooner you get your money!" If you
think acting like a tortoise will lead to a happy ending, your
replacement will appreciate your hard work and be cashing what could
have been your check. Short-cuts won't win you the prize, but executing
with a sense of urgency will. This workshop teaches you how to take
charge of the sales cycle and control the timelines to your
benefit.
What is covered
During this workshop you will learn -
- What is a sales cycle?
- How many steps are there in a sales cycle?
- Why is a sales cycle different from your
pipeline?
- How can you get your prospect to
appreciate your sales cycle and actually help you?
- What steps can you take to shorten your
prospects' perceived buying cycle?
- How do you squash your competition
- How can you become a partner with your
prospect?
- What happens if you skip some steps along
the way?
- When do you engage your management in a
sales cycle? Why?
Who should attend
Sales personnel (both internal and external), and sales management.
Also, financial people can learn from understanding a salesperson's
process.
Duration
This interactive (and
non-intimidating) workshop is usually presented in 2 -3 hours. An
additional 2 -3 hour session to review and discuss actual deals
is recommended. This workshop may be combined with SW3 for one
day-long session.
Becoming
a better salesperson begins NOW! Contact Us.
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