Selling to Prospects Who Can't Decide (Management ONLY)

Event Information

Share this event

Date and Time

Location

Location

Town & County Club

22 Woodland Street

Hartford, CT 06105

View Map

Event description

Description

Today's business environment is not like it was in years past. In 2019 not only are buyers more informed but they are also afraid to buy; they are afraid of risk. In this program we will explore why prospects get stuck and why conventional sales approaches actually compound the issue.

Participants will be introduced to a brand new approach and takeaways that can be implemented for helping existing opportunities regain momentum.

DISCOVER:

  • Why prospects get stuck in the comforts zone

  • Defense mechanisms that prospects use to protect the status quo

  • Mistakes made when selling that create greater internal conflict for a prospect

  • How to help a prospect overcome their ambivalence and commit

LEARN HOW TO:

  • Help a prospect reconnect with the issues, concerns and vision that drove their initial interest

  • Work with a prospect to overcome their ambivalence

  • Leverage "self-actualization theory” to shorten sales cycles and improve close ratios

  • Establish a mind-set that is more collaborative and creates a partnership with prospective clients

  • Reset a relationship with a prospect that has “gone dark”

  • Create rapport and trust with prospective clients that will lead to more referrals

There will also be a time to network with peers from a variety of backgrounds and industries. Please bring your business cards!

Refreshments provided.

REGISTRATION REQUIRED, Seating is Limited


Share with friends

Date and Time

Location

Town & County Club

22 Woodland Street

Hartford, CT 06105

View Map

Save This Event

Event Saved