Working the Sales Cycle

Purpose: This session helps professionals understand what the sales cycle is, how it works, and how to effectively deal with it to bring sales opportunities to closure.

Target Audience: Anyone with responsibility to sell services for the firm.

Duration: 4.0-6.0 hrs depending on group size

Agenda:

• Sales vs. marketing - there is a difference
• Responsibilities of sales person
• The sales cycle and how to make it work to close business with clients or prospects
  Prospecting
  - - Three potential methods of prospecting
  Needs assessment
  - - Developing high gain questions
  Proposed solutions
  - - Yes vs. No or Us vs. Them
  Move to decision
  - - Features vs. benefits
  - - Create urgency
  - - Motivation
  - - Competitive difference
  Closing
  - - Dealing with objections
  - - - - No time, no trust, no money, no need, no interest, no authority
• The sales call - how it should go
  Step-by-step through how an ideal sales call should go
• The proposal document
  Outline the document

Contact info@thewhetstonegroup.com today to see if our consultants are available for your next event.

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Marion, IA 52302
(319) 447-6400