Fundamentals In Buying Webinar

fundamentals-1st-program


Why aren’t you closing all the sales you deserve to close?

You understand needs, give superior service, position your solution well, and develop terrific relationships. But you’re not making all the appointments you need, or getting the right folks into the appointments. Or spending too much time following up prospects who never close.
The problem is within the buyer’s off-line decision and change processes that we are not privy to and that sales doesn’t handle – a problem resolved by Buying Facilitation® (an adjunct sales tool that gives sellers the ability to help buyers manage their pre-purchase, behind-the-scenes issues) developed by Sharon Drew Morgen.

Take heart. The problem is not you. 

Until now, Sharon Drew has taught Buying Facilitation® in a week-long corporate training. Now, to meet the time and focus demands of a larger range of sales professionals, she has created a new type of program to handle just those limited outcomes sellers need to enhance their success. By melding the ideas at the core of Buying Facilitation® with the demands of the sales process, Fundamentals in Buying offers sophisticated, customized, yet simple, solutions to improve your ability to close:

 => What to say to secure many more appointments;
 =>  Get more decision makers to your first meeting;
 => Quicken the sales cycle by obtaining rapid consensus;
 => Create flexible presentations;
 => Fill pipeline with real prospects.

 

Broken into modules that address a specific area of need, Fundamentals in Buying modules will give you just those added skills to enhance your success. Developed for multiple attendees – either company teams or groups of individuals – each module includes:

  1. Webinar to discuss principles and fundamentals of each topic:
    1. Lecture
    2. Q&A
  2. Learning Exercises for coaching preparation
    1. Customized for industry
    2. To be completed prior to coaching session
  3. 60-90 minute coaching session with Sharon Drew
    1. Customized for group
    2. Includes skills that can be used in several situations
    3. Follow on instructions for team development

CURRENT PROGRAM:
October 20, 2014  
GET MORE QUALIFIED APPOINTMENTS [click for syllabus]

FEES:
$5000 for teams of up to 10 sales professionals.
$2000 each for individual sales professionals
$1500 per hour for follow-up coaching if needed, to customize or supplement webinar.    

ROSTER OF TITLES:
  1. Get more appointments program October 20,2014
    1. Promise: Double your appointments
  2. Get more decision makers to your first appointment/meeting
    1. Promise: Get one to three more decision makers and influencers to first appointment
  3. Agendas for effective first appointments
    1. Promise: Enable meeting participants to take actions agreed on
    2. Promise: Set time and agenda for next steps
  4. Shorten the sales/buy cycle
    1. Promise: Move prospective buyers through their decision path efficiently to include consensus, decision steps, and assembly of all decision makers.
  5. Designing presentation materials to customize presentations on the spot
    1. Promise: Break down presentation into distinctive segments according to unique buying patterns discovered during meeting
  6. Better qualifying: recognizing real prospects and diminish time wastage
    1. Promise: Make appointments with those who will buy, not those who should buy
  7. Moving buyers through the pipeline quickly
    1. Promise: Have skills to understand where buyers are stuck in their decision path and how to unstick them
  8. Recognizing a real buyer
    1. Promise: Identify who can and will buy – on the first call.
  9. Listening to buyers: how are we biasing what we hear?
    1. Promise: Recognize the difference between hearing what we want to hear vs. what is being said.

BIO: Sharon Drew Morgen is a recognized sales visionary and thought leader, author of many books including the New York Times Business Bestseller Selling with Integrity, and noted as the developer of the Buying Facilitation® model which teaches sellers how facilitate buying decisions. She is the author of the upcoming Did You Really Say What I Think I Heard which will be published by AMACOM in 2/15.