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For Sales People: Qualifying: Are They Really a Prospect?

Webinar: ID# 1000931
Date: Recorded
About This Course:
The capacity to invest time, money and resources is critical when determining if a prospect is a qualified prospect. Too often sales people are faced with investment or money objections at presentation time because this step is skipped or ignored earlier in the sales process.

This workshop will help you become more effective at the first steps in the sales process, so that you can shorten the sales cycle, eliminate stalls and "think it overs" at the closing table and close more business.

Covered Topics:

  • What is getting in the way of your gaining more commitments from prospects
  • Specific questioning techniques to uncover your prospect's commitment to find the time, money and resources to make a change
  • Why it is essential that you have the money discussion before presenting any of your solutions and how to have that dialog with your prospect

Who Should Attend

Sales managers in all lines of business and trainers will all benefit by this webinar.

The Presenter

Walt Gerano brings with him more than 28 years of financial sales and sales management experience and has been a Sales Development Expert with Anthony Cole Training Group for over 8 years. His webinars are delivered in an entertaining manner and he captures the engagement of his participants with his wit and open 'story-telling' style. Walt personally coaches more than 50 salespeople across the country on how to achieve their sales goals and personal dreams.

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For Sales People: Qualifying: Are They Really a Prospect?
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