Advanced Selling for Outside Sales

This advanced sales program, developed especially for Service Center Sales Professionals and Managers, will give you proven techniques for landing and retaining important accounts. Moving away from familiar selling patterns can be painful, and given the slightest opening, even the best-intentioned salespeople revert to pushing products and services. The problem with product selling is severe. It generally leads to short term, one-time-only solutions with little barrier to competition and even less price stability. With fewer salespeople responsible for a larger account base, we no longer have the time or resources to re-sell the customer with every transaction. Developed and facilitated by service center veteran Fred Doering, this program will help you to look at your major accounts in a different way. Sales professionals face more competition, fewer customers, a changing marketplace, more complex products and services, new technologies, more responsibility, and less time to get it all done. This program is designed to help you acquire and practice skills in consultative selling, considering everything from the customer’s point of view. Learn to set yourself apart from competitors, sell and keep major accounts by developing and executing long-term solutions to solve the major accounts’ business problems. Who Should Attend Salespeople who want to Acquire and maintain major accounts Move beyond price Increase margin Form strategic relationships Get out of the competitive rut Learn how to prove value Practice skills that are meaningful to major accounts Sell throughout the account hierarchy Sales, district & regional managers who want to Build a major account strategy Retain existing business Reduce re-selling time and expense Permanently differentiate from competitors Sell long-term rather than short term Improve profitability Cost Member: Register on or before 8/23/2017: $1,375 Register after 8/23/2017: $1,575 Nonmember: $1,875
9/13/2017 - 9/14/2017
MSCI Headquarters 4201 Euclid Ave Rolling Meadows, IL 60008 UNITED STATES

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