The Secret to Closing More Sales
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Presented by Alan Rigg
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Closing is certainly an important sales activity, as the time, effort, and resources invested in managing sales cycles are wasted if orders are not secured. However, the real secret to closing sales is doing a great job at the FRONT end of the sales cycle. In other words, it is the quality of the work that is done during the OPPORTUNITY QUALIFICATION stage of the sales process that determines whether a sale will close, as well as how hard or easy it will be to close.
When done correctly, the information gathered during sales opportunity qualification can be used to improve your effectiveness during EVERY step of the sales process. Effective sales opportunity qualification is also crucial to improving the accuracy of sales forecasts and opportunity pipelines.
• Why doing a great job of sales opportunity qualification is the secret to closing more sales
• Four steps to successful sales opportunity qualification
• Four "closes" that WORK!
• How to use the information collected during sales opportunity qualification to improve your effectiveness during EVERY STEP of the sales process
• How effective sales opportunity qualification improves the accuracy of sales forecasts and opportunity pipelines
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Suggested Attendees: All sales people, sales managers, small business owners, and entrepreneurs
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| About the Presenter: |
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During his 27-year professional career, sales performance expert Alan Rigg has been involved in nearly every facet of both small and large company operations, in roles ranging from individual contributor to executive management. In 2002, he founded 80/20 Performance, Inc. (dba 80/20 Sales Performance, MySalesTest.com) a company dedicated to helping business owners, executives and sales managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% ... read more |
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