With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.
The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.
Selling an innovative and/or disruptive solution is different than selling a competitive offering in a mature market. This course teaches sellers with start-ups, emerging growth companies or those with innovations from mature companies how to make immediate significant penetration in a new marketplace.
Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.
One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.
The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.
