CLIENT-BASED SELLING (Click Here)
Ok, so you are now "in the door" and have the chance to meet with the Decision Maker - how do you take advantage of this opportunity and differentiate yourself from anyone else in your industry that is scheduled to meet with this same Decision Maker?
Check out the Trailer video for more information regarding CLIENT-BASED SELLING!
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1 itemCBS: COURSE INTRODUCTIONS
1 item
In this course we will set the stage for the 6 different topics covered within Client-Based Selling!
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8 itemsCBS: BUSINESS ACUMEN
8 items
Business Acumen: in this course we cover the following:
● What is "Business Acumen?"
● How do you "Show Up" in the eyes of those that you engage with? -
5 itemsCBS: CLIENT-BASED THINKING
5 items
Client-Based Thinking: in this course we cover the following:
● What is Client-Based Thinking?
● How Do You Strengthen Your Client's Relationship with their own Client?
● Two different Client-Based Thinking Examples
● A Client-Based Thinking Challenge -
5 itemsCBS: QUALIFYING AN OPPORTUNITY
5 items
Qualifying An Opportunity: in this course we cover the following:
● The Importance of Pre-Call Planning
● The Discovery Meeting
● The Skill of Gathering Information
● Different Questions to Ask
● D.E.A.L Sheet Review -
5 itemsCBS: RECOMMENDING YOUR SOLUTION
5 items
Recommending Your Solution: in this course we cover the following:
● The Proposal Meeting
● Components of a Business Proposal
● Feature, Advantage, Value -
5 itemsCBS: OVERCOMING RESISTANCE
5 items
Objection Handling: in this course we cover the following:
● Objections - Good or Bad?
● The Skill of Objection Handling
● Objection Handling Example -
7 itemsCBS: NEGOTIATING TO A WIN
7 items
Negotiating To A Win: in this course we cover the following:
● Why Do We Negotiate?
● When Does A Negotiation Actually Begin?
● Negotiating Tactics
● Steps To Effective Negotiating
● Cross-Check Document -
SOAR: Certification (Your LinkedIn Profile)
