Workshop "The Buyer Seller Dance & Who Really Leads" - 03/30/2006

The Buyer/Seller Dance...Who Really Leads In today's difficult economy, sales people are having an increasingly tough time sustaining their business. Your prospects and customers are commoditizing your products and services, shopping you for the lowest price. This results in decreasing sales productivity, lower margins, lower morale, and higher turnover. The bottom line: Your buyers/customers have control over your sales calls. Come and discover: How to separate yourself on something other than price How to get in front of more qualified leads How traditional sales practices turn you into unpaid consultants A non-manipulative way to take control of the sales call Why you are vulnerable to comparison shoppers and think-it-overs How to shorten your company's selling cycle How to avoid writing proposals that never get business How to get prospects to make decisions You'll leave with new sales tools that can immediately be used to grow your business. This information is 180 degrees from traditional sales training. Presented by Mark Baum, Shulman & Associates, Sandler Sales Institute