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I appreciated the Ethical Persuasion approach and the documented research presented in the Leadership Strategies Program. This gives me insight into how to communicate and persuade an individual or group. Definitely any mid and upper management person could benefit!
-- Scott Handy, CEO Cass County Electric Coop
We were looking for something to challenge us and give us an edge in introducing our new Sunbutter products. Harlan's program gave us more than we expected. We now not only look at our selling process differently but our marketing as well.
-- Dan Hofland, VP Red River Commodities
Being made aware of how powerful the questioning methods can be.Harlan has a broad base of reference when it comes to sales which helps him to make things relative to our situation.
-- Jan Blake, Account Rep United Sugars
The concepts and ideas attained during this training continues to be invaluable. Such tools as the Mastering of Questions and obtaining a clear picture of our customer's real needs have enabled StrataCom to build profound relationships with our current customers and future customers.The entire StrataCom team highly recommends this program to any company considering a fresh approach to their sales process. The interaction, samples and coaching made the new ideas come to life for us!
-- Steve Jones, President
Gaining the ability to answer objections from customers. This training helped me to save time, improve productivity and increase sales.
-- Steve Gease, Sales, Stenerson Lumber
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What's Wrong with Product Knowledge?
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Presented by Harlan Goerger
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Yes, while product knowledge is important and valuable, top persuaders utilize product knowledge very sparingly and purposefully. Unfortunately, most salespeople allow their product knowledge to get in their way, educate prospects for the competition and create more resistance than they take down!
Through years of frustration in trying to train salespeople to view the sale through the buyers eyes rather than their product; the process we call “Reverse Engineering” was developed and tested. The “Ah-Ha ‘s” that have resulted from the beginner to the expert have been remarkable!
• Gain an understanding of what people are really “buying”
• Learn a system that turns facts/features/benefits into powerful and motivating results!
• Discover how to never let your product get in the way again!
• Develop powerful questions that can quickly qualify customers as buyers.
• Gain a new way to view your product, customer and selling that produces sales.
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Suggested Attendees: All salespeople, sales managers, small business owners, and entrepreneurs
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| About the Presenter: |
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Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team.
By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level!
Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better! |
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