STEPS to Selling Success Free Webinar

Selling Systems work, but salespeople can fail to work a system. Participants in this introductory 1 hour coaching session will learn from Wayne Dehn a 4-step system on how to:
1. Size up your prospect – Prospects buy from people they like and trust. So how does this person behave? How do they process information? How can the salesperson match the prospect’s behavior and present information in the best way for the prospect to receive it?
2. Take them to their Problem- Prospects don’t buy products, they buy solutions to their problems One will make more sales using the 3D approach not because they have a better product or service but because Wayne trained salespeople learn to identify the real problems that your competition did not find.
3. Extend the pain into the future. Salespeople hate the dreaded T.I.O., “I want to Think It Over”. In this step salespeople learn how to talk about the prospect’s issue of doing nothing or the benefits of solving the problem today! Is this prospect able to commit the necessary resources to fix the problem?
4. Provide a Discovery path to a solution. A great salesperson is a tour guide on a discovery path. Prospect won’t buy your solution until they discover they need it. Here you learn how to determine the prospect’s interest before you present your solution.