Controlling the Buyer

Canadian Management Centre
Calgary, Ottawa, Toronto, Winnipeg, Canada

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' If you¡¯ve ever made a great sales presentation only to have a prospect say ¡°I¡¯ll think it over¡±, you will greatly appreciate the skills gained through this program. By proactively controlling the sales process, you will have less difficultly maintaining your margins ¨C even in highly competitive situations. Plus, you will be able to more easily predict and influence your buyers¡¯ decisions.



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HOW YOU WILL BENEFIT

Identify and learn about the Seven Habits of Highly Ineffective Salespeople
How to stay in control of the buyer-seller dance
How to deal with prospects who want to ¡°think it over¡± or ¡°buy only on price¡±, or use you for ¡°free consulting¡±
Learn to move beyond features-and-benefits selling into problem solving selling
YOU WILL LEARN

The seven essential steps in the Sandler Selling System
The 20 Most Important Rules and Tactics to use during the prospecting process
Questioning techniques
Negative Reverse Selling
How to deal with RFP¡¯s without having to resort to price
WHO SHOULD ATTEND

Sales representatives, sales managers, marketing managers who are involved in more complex, non-transactional sales. Anyone who is responsible for business development of the organization.
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Phone:1 877-CMC-2519

School Address:

150 York St., 5th Floor,
Toronto, Ontario M5H 3S5
Canada

Jobs & Resumes: Calgary, Ottawa, Toronto, Winnipeg
Houses & Roommates: Calgary, Ottawa, Toronto, Winnipeg

Linking the Balanced Scorecard with Learning Strategy
Employer Branding
Fundamentals of Marketing
Product Management
Harnessing the Power of PR in the Canadian Marketplace
Pricing Strategies
Marketing For Non-Marketing Managers
Competitive Marketing Strategies
Professional Selling
Sales Management
Selling to Senior Executives
Selling to Major Accounts
Time and Territory Management for Salespeople
Advanced Sales Management
Strategic Sales Negotiations
Distributor Sales Network
Decision Making and Critical Thinking
Communicating, Negotiating and Prioritizing
Outrageous Confidence for Administrative Excellence

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