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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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Migrating from a Product Sales Person to a Solution Sales Person
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Presented by Harlan Goerger
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What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.
Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the words. They still push product. Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?
Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; and that's not the product pusher. Harlan helps you become the sales person from which prospects love to buy. You will leave this session being able to
- Differentiate yourself from your competition using reverse engineering strategies
- Create value with prospects so they only want to buy from you
- Build relationship based on trust, not price
- Compose questions for a powerful needs analysis discussion with your prospects
All registrants receive Harlan's e-book "Account Development and Penetration"
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Suggested Attendees: Sales professionals who recognize that the time has come to change their approach and adopt true solution selling.
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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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