Not just the sales people but every manager in every company is required to sell; to sell their products, their suggestions and decisions, to clients, bosses or their own people. Is there an effective, systematic way to sell; to overcome resistance to change?
Your organization will learn an effective and systematic way to sell by identifying and overcoming layers of resistance
Includes a Q&A segment.
• Which sale is more difficult?
• Resistance to change
• The first layer of resistance – disagreeing on the problem.
• The Tug-of-War
• The second layer of resistance – disagreeing on the direction of the solution.
• The third layer of resistance – disagreeing that the suggestion solves the problem.
• The Future Reality Tree. Presenting a solution
• Yes, but…
• The fourth layer of resistance – claiming that the solution will also lead to negative effects.
• The fifth layer of resistance – pointing to obstacles blocking or distorting the implementation of the solution.
• Layer six of resistance – unverbalized fear
• The sales person’s cloud
• Current Reality Tree of the Market
• Future Reality Tree of the Un-Refusable Offer
• A win-win solution doesn’t sell itself
• Building rapport
• Setting the stage
• Bringing the buyer to want your product
• Closing
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