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Presentations Accelerator: how to get the right people into the room.
Item #: module9
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Unfortunately, we've used presentations when WE believe it's time to offer a solution detail - without comprehending the exact criteria buyers are using to buy.
In this Accelerator, you will learn not only how to get the right people in the room for when you present, but how to make sure the right decisions are being made and the correct data is being presented to match the buyer's buying criteria (which is not always based on their apparent 'need').
With a great deal of guided study and a large homework assignment, learn all of the stages buyers must go through before being attentive listeners who are ready to make a purchase, and have new skills to effectively use your time in front of prospects.
In this Accelerator you will learn:- how to give your audience what they need to make a purchasing decision;
- when to offer data, and when to help the Buying Decision Team recognize the criteria they need to meet;
- how to manage the prospect’s unspoken criteria before presenting solution data;
- how to position the change issues that must be managed before they can make a purchase.