Winning group sales presentations: a guide to closing the deal
This book offers what every salesperson needs to sell products or services in the coming decade--step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in group sales situations, it is packed with practical, how-to skills. Specifically, this book explains: How to package presentation materials--and the salesperson--to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance, objections--and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention.
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THE AGENDA AND AGENDA CHECK
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agenda check agenda meets answer ask questions audience bank body body language build rapport client asks client decision-maker client group client needs client seminar client wants close comfortable competitors concerns confidence cover create credibility deal differentiate discussion environment example executive eye contact features and benefits feedback feel firm flip charts follow-up Fortune 100 give give-and-take Group Selling Framework group selling situation group selling skills homework hope chest important introduce investment banker keep listen look Magical Mystery Tour manager meeting minutes move need check nervous one-on-one selling opening opportunity organization overhead overhead projector participate percent person players position your ideas prepared pricing Product differentiation remember response role sales presentation sales team salespeople salesperson senior slides strategy summary sure tailored talk team members tell tion understand visuals voice winning word