Business to Business Prospecting Series - DVD

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3-Part DVD Series

The Business to Business Prospecting Series is a new 3-part series that has been designed to help companies sharpen the selling skills of even their best sales professionals and aggressively expand their business opportunities.

Determine and Reach Key Decision-Makers: Sticking to It
The first step in the sales cycle is often the most difficult. This video highlights important tips that will help your staff to get past the gatekeeper and make contact with the person who can turn a sales call into a profitable business opportunity.

• Implementing an action plan
• Increasing the effectiveness of each sales call
• When you can't reach the decision-maker

Verify the Decision-Maker and Ask for the Business: Develop the Thirst
Help your sales staff overcome the "resistance mode" often encountered in an initial sales call. This video shows how to determine the needs of a potential client and demonstrate an ability to meet those needs.

• What to say once you've made contact
• Setting appointments - quality vs. quantity
• How to ask for the business

Listening and Addressing Resistance: Prepare for the Obstacles
In this informative video, your staff will learn how to master their selling skills and overcome the inevitable objections that follow once you've asked for the business.