HOW TO SELL TO PROSPECTS

Please find below a list of topics that is usually covered in the presentations and workshops for teaching all sales and marketing people how to market to prospects.

Again, I want to stress that ongoing coaching is the key to success for any program. And my programs all come with ongoing coaching for a minimum of three months.

Many of these topics are reinforced in the Strategic Account Management (SAM) program also.

  • The Case of the Pricing Predicament - a case study on a typical B2B sales situation
  • Strategic Partnering - A complete Buying Guide
  • The GAIM Plan - Learn HOW to QUALIFY Properly
  • Planning your Roadmap to Success
  • The Five Phases of Buying - Learn HOW, WHY & WHEN Buyers Buy
  • The difference between marketing and sales and where they meet
  • Principles of Effective Marketing
  • Establishing credibility
    • References & referrals
    • Giving information
    • Delivering your communications
  • Unique Value Proposition - The first step in being successful
  • Results & Relationships - Wins/Results
  • Incentives & shared objectives with your clients
  • The relevant players and buying influencers in all B2B sales
  • Reaching the key decision maker
  • Understanding of issues and problems and why this is important
  • Individual characteristics of successful sales and marketing people
  • Adding value for your clients and how that will knock off any competition
  • Personal Blueprints for Success
For more business strategies during these tough times, please visit this page, www.b2bbusinesscoach.com/7 _Biz_Strategies_4_tuff_times.htm
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