In comparison with the 70’s and 80’s selling has become a much more complex activity. We no longer sell services or products but systems, solutions, concepts. We sell higher up the hierarchical ladder and do not need to explain the practical application of our products but the impact that will be achieved in the long term strategy of our client. Obviously this way of selling requires a different approach.
After this training you are able to answer the following questions: How do I get access to the real decision makers? How do I adjust my solutions to the long term vision of the client? What is a persuasive process and how do I convince the client? How do I handle the resistance, for example, from other managers? How do I convince my client of the value of my proposals and how do I complete a transaction?