The Goal
Forget budgets! When people don't have a budget it simply means you are talking to the wrong people or lack valid justification. In this workshop I'll explain why IT organizations don't make buying decisions - Simply put, they don't have any liability nor do they gain when the business does. Asset Selling focuses on the Assets and targets Asset Owners. With this in mind we have developed the following program to move your organization from opportunistic sales to a sales process that has consistently doubled and tripled close rates. Leveraging the right business issues will create new business and this workshop will show you how.
The Experience
In this one day workshop you will go from fulfilling business to creating business. Over the past six years this program has been consistently voted the best sales training attendees have ever received. Companies including Cisco Systems, Presidio, ePlus Technologies, and Qwest have found this material to be eye-opening, stimulating, and unique. In this class you'll work through each of these sessions:
- Understanding why security and operational efficiency are the two most effective motivators for buyers.
- Compelling justification to move forward now!
- Asset focused selling - moving from product to solution.
- Discover what is commoditizing and how to overcome this trend with value.
- Creating dynamic messaging at the executive level.
- Learn to use value to accelerate the sales cycle.
- Building a unique value proposition - beating the competition.
- Creating justification through assessments that will close the sale.
- Marketing Strategies that win.
Because this class does not deal with highly technical concepts, almost any sales person will benefit. A background in selling high-tech solutions is not necessary, in fact, many times we find that attendees with a strong technical background find executive level selling to be more of a challenge. So whether you come from heavy product sales or are new to technology sales, you will leave this class with a new perspective on how to reach executives who generally send technical sales people down to their IT department. Don't get delegated to IT custodians, but rather learn to address business issues with a message that 99% of your customers need addressed.
Here's What You'll Leave With...
You will leave this class with a new understanding of what it means to create demand. Here are just a few of the things you will walk away with:
- A new value proposition - one that works with executives.
- A vision for how to build your career as products commoditize.
- An understanding of how to sell projects and managed services.
- The ability to meet new people - getting them to remember you.
- A way to get people to ask you about your value proposition.
- A message that is predictably needed.
- Justification guaranteed to shorten sales cycles.
Schedule now
May 5, 2010; Richmond Va (9:00 - 4:30). Breakfast and Lunch Provided
Call us at 704-243-0014 and set up a custom class where we will take the products and services you sell and help you move your entire team forward with powerful sales messaging.
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