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Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.
Sales & Negotation Training
This course is designed for sales professionals who need to chase smart money! Centroid Sales Prospecting system recognizes that account churn is natural and driven by competition and innovation. This program is customized to requirements of participant’s top needs with course process and class exercises. This promotes well prepared cold calls and a networking mind set for deeper customer contact. It focuses on an environment where customers are busy and hard to reach. Customers often install gate keepers to slow the flow of internal information to unproven suppliers. This sales prospecting program promotes a “Hunter Mentality” vital to finding and closing more than our fare share of business!
Centroid Sales Prospecting focuses on providing participants with a road map and plan to extract optimum expenditures from important new and key customers. Its other objective is to bring greater awareness of the new reality that a well executed search, network and ranking plans by category and account are essential. It’s about finding and closing more than our fair share of new business. All skill sets are designed to be implemented immediately for quick ROI.
- Defining Markets
- Identify Planning by Category
- Category & Account Ranking
- Importance of Research
- Effective Elevator Speech
- Cold Calling Techniques
- Networking Essentials
- Securing Appointments
- Presentation Generation
- Closing Smart Deals
Typically Full Day, Half Day, or Lunch & Learn. Customized duration is also available.
Deep workbook and Framed Certificate of Completion
Who Should Attend
Sales or potential sales professionals who want to learn how to identify and secure new sales revenue! And…Chase Smart Money!!