Selling Secrets of the Trusted Advisor: Influence - Chip Doyle
Organization:
The Learning Cafe - A Place to Create and Grow Your Business
Category:
Business
Geographical Area:
San Fran/Silicon Valley
Start
Date:
9/6/2006
End Date:
9/6/2006
Start Time:
9:00AM
End Time:
10:30AM
Event
Info:
In this interactive session, Chip will share secrets that consultative salespeople and professional service providers use to successfully build their business and retain satisfied clients for the long term:
* How people buy subliminally * A systematic approach to uncover hidden objections before they occur * Avoiding the trap of "unpaid consulting" * Knowing the difference between Need and Want * Methods to minimize the sales cycle * Dealing with prospects that want to "Think it over" * How to avoid last-minute price reductions and other negotiations * Hidden attitudes that may undermine the Trusted Advisor
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