Home > Guided Study and Learning Accelerators >
Prospecting Accelerator: cold calls, referrals, warm leads.
Item #: module6
Availability: In Stock
Usually ships In 1-2 Business Days
To be willing to make a purchase, buyers must manage behind-the-scenes change management issues. Until they do buyers can't buy. But sales only handles needs assessment and solution placement. Learn how to go beyond getting an appointment, and actually help your prospect decide how to buy from your first call.
|
Using many hours of internal change experiences, and guided homework, this Accelerator helps both you and your buyer recognize all of the issues they must handle before they can buy.
This Accelerator will:
- introduce you to skills to help prospects put you on their Buying Decision Team;
- help you recognize tire kickers and help non-buyers become real prospects;
- teach you how to use the phone to manage the prospecting experience;
- teach you the difference between prospecting to sell a solution and prospecting to engage a buying decision.