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While times are admittedly still tough, your prospects may be better than they have been in years. However, when most salespeople get a new lead or find themselves in front of a new business opportunity, they just “wing it” and often feel like they are at the mercy of the buyer. The bad news is that, like many people in the sales world, you might be sabotaging yourself without realizing it. This workshop will explore some of the biggest blind spots in sales that hold us back. Plus, we will identify five keys to improving selling success to allow you to work smarter, not harder.

Issues addressed:

• Declining or inconsistent revenue
• Chasing buyers who do not return calls or emails
• Wasting time creating proposals just to be worn down on price
• Dealing with buyers who cannot or will not make decisions
• Not feeling in control of the process

Objectives:

• How to better qualify buyers and identify their real needs
• Disengage from situations that waste your time
• Structure sales encounters for optimal effectiveness
• Create a process that puts the sales professional in control
• Improve close rate and sell more

TARGET AUDIENCE 
Anyone responsible for any part of revenue generation or business development in an organization from sales professionals, sales managers, account managers, project managers, and estimators to business owners.