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The “A Ha” Moment of Trust. How the Real Science of Selling Wins Sales

Join Andy Paul as he discusses building trust with prospects and the science behind the "a ha" moment.
Recorded Jan 12 2017 40 mins
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Andy Paul
Presentation preview: The “A Ha” Moment of Trust. How the Real Science of Selling Wins Sales

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    As a salesperson, can you remember a time when you said all the right things but your customer still wouldn’t buy? The problem wasn’t you. We all observed that decision-making ability varies between customers. Since your customer’s decision process is internal, it’s hidden from view. You can’t control it, but this doesn’t mean you can’t influence it for the better. In this webinar we’ll examine the customer’s internal decision process. We’ll present ways for you to influence decision-making in a positive way.

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    How to influence customer decision making without power struggles
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    2. How to prepare to develop the buyers’ vision.
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    1.How to use the power of personalized value to differentiate yourself.
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    1. Why overview or “educational” demos fail miserably
    2. How to quickly identify your customer’s primary challenge
    3. How to use a Customer Success Story for guidance
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    5. How to use “quid pro quo” to gain insights to tailor your demo
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    The common myths that sellers have of Procurement
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    The stages of the funnel
    The Sales Math
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    3. How to lead people who do not report to you.
    4. How to prepare for team sale activities and events.
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  • Title: The “A Ha” Moment of Trust. How the Real Science of Selling Wins Sales
  • Live at: Jan 12 2017 8:00 pm
  • Presented by: Andy Paul
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