$73.94

Sandler Training in South Florida: 'Budget & Handling Price Issues' Worksho...

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Summit Performance Training Center

300 S. Pine Island Road, Suite 102

Plantation, FL 33324

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This interactive session explores all the vital information that you need to have meaningful conversation about how to get through the process of getting to the prospect’s real budget.

Do you ever wonder why so many salespeople leave a sales opportunity too early?

Salespeople often enter a sales discussion worried about the inevitable discussion about money. “What will I say? What will I do? What if they don't like the price we are charging? What if they can't afford it?” All these questions linger in the mind of the salesperson before and during the sales presentation.

It can often be the result of the salesperson's own mindset about money:
"Is my product worth what I'm charging? Could I pay for it if I were in their shoes? Is this too expensive? Do my competitors offer something less expensive? Is my product any better?" This doubt can often diminish the enthusiasm and excitement that a salesperson has for their product or service. An experienced prospect can smell the fear and doubt in a salesperson's mind about their own self-confidence, their product, or their price.

The mental part of the sales process is critical, but so is the salesperson's selling technique - the ability to understand the true problems of the prospect and their ability to uniquely solve those challenges.

That technique doesn't come automatically; it's practice and studying. It's understanding your product/service and its power, and your own skill in managing a sales conversation.

Workshop led by:
Doug Cohen of Sandler Training in South Florida


In this workshop we will:

- Talk about and work on technique. Do you know the right questions to ask and how to ask them?

- Explain “money concept” and “head trash”, and how that gets in our way when we talk about budget.

- Discuss the right behaviors needed to qualify or disqualify prospects during the conversation about money.

Reserve your spot today!

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Date and Time

Location

Summit Performance Training Center

300 S. Pine Island Road, Suite 102

Plantation, FL 33324

View Map

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