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6. The ValueMatch Sales Process
The focus of this session is to highlight that the customer and the sales person are usually on slightly different tracks and to be successful the salesperson needs to understand the customer’s goals and align themselves so they can effectively communicate and move the sales process to a successful conclusion.
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In this core topic, you will learn:
- How the sales process is comprised of three basic sales that need to occur in the correct order and in the correct way to be successful.
- How to anticipate and avoid some of the common pitfalls that plague this process for most sales people.
– Talking too much
– Listening too little
– Falling for the Zingers
– Not asking for the sale
Lessons in this section:
