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An intensive
two-day sales training seminar for sales professionals involved
in the complex sales of software, technology, capital equipment and high-level
professional services.
The Complex Sale
demands multiple contacts, impacts shifting sources of power and decision
in your customer's organization and involves several people in yours.
It requires you to manage a multitude of details thrown at you from every
direction.
Today's sales professionals
need strategic and tactical advantages to retain and win valuable customers
in a market of high uncertainties and intense competition.
Solve these
Five Common Problems of the Complex Sale
Problem 1
- COMMODITY PRICING PRESSURES
"Even though we provide a highly-technical and complex solution,
we find our prospects and even our most knowledgeable customers are forcing
us to compete as a commodity with severe pricing pressures and relentless
negotiating." I keep hearing, "your price is too high."
Develop The
Knowledge And Skill To Effectively Negotiate The Complex Sale.
Let's face it, the more complex the situation becomes, the more people
try to simplify things and the simplest denominator is price. In negotiating,
knowledge is strength. Build a knowledge bridge from your customer's critical
issues to the added values of your solution. You'll be able to negotiate
with your customer on a financial level that will all but eliminate pricing
pressures.
Problem 2
- POOR QUALIFYING
"Customers smile and say all the right things. Then when I try
to close the sale, they pull the rug out from under me. I feel used and
strung along. But what really hurts is that I should have seen it coming."
Acquire the
skill to qualify your customers before valuable time is wasted.
Develop radar-like skills that top sales professionals use to avoid dead-end
situations. Know what to ask to determine a customer's sincerity. Discover
a system to reach the decision maker from the start every time. Manage
the committee decision process. Differentiate between stalling tactics
and legitimate concerns or delays. Master the art of resolving conflicting
needs and expectations within the customer's organization.
Problem 3
- PROSPECTS WON'T OPEN UP
"I know I'm dealing with qualified prospects, but they won't
open up and give me the information I need to help them."
Become a Valued
Resource and a Trusted Advisor.
Here's the truth: In the minds of customers, salespeople are guilty until
proven innocent. Discover the subtle behaviors that may harm your credibility
and keep you in the dark. Set yourself apart from the 90% of salespeople
who reinforce the negative stereotype. Allow your customer to feel safe.
At this sales training seminar you will find out how to establish trusting
relationships that will provide an unrestricted flow of vital information.
Problem 4
- WEAK TEAM SELLING
"All too often, the left hand doesn't know what the right hand
is doing in our company. The result is ... blown sales."
Transform
Your Internal People Into A Powerful Sales Support Team.
Know how to judge when to bring in sales support people and when not to.
Create a "no surprises" internal sales support system that never
lets you or your customers down. Empower all your people with big picture
thinking and leverage capabilities to the greatest competitive advantage.
Discover our innovative system for transforming sales support people into
sales builders, instead of unwitting sales killers.
Problem 5
- UNMET CUSTOMER EXPECTATIONS
"When a sale is complete, too often I feel like the customer
is disappointed with the results. Do they expect too much or is there
something wrong with the way I'm handling pre-sale expectations?"
Manage Customer
Expectations With Every Sale And Set The Stage For Referrals And Repeat
Business.
With unmet expectations, the more complex the sale, the louder the customer
screams. This belies the myth that "any sale is a good sale."
Prevent the "mutual mystification" that frequently builds expectations
that cannot be met and causes misunderstandings that are difficult to
forget. You will acquire the skill to differentiate between needs and
expectations and how to bring them into sync. The end result is eliminating
surprises and disappointment for you and the customer.
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| Results
You Will Expect After Attending This Seminar |
- How to create
value for the customer and capture your share
- How to shorten
the sales cycle
- A totally new and
effective interview strategy
- How to guarantee
that you have the decision maker
- Six steps that
guarantee high-quality appointments
- How to create the
"act now" sense of urgency for your customer
- Why product knowledge
- although essential - is likely hurting you
- How to separate
real business from resource drains
- How to survive
intense negotiations
- Powerful insight
into how people make decisions and how to manage their decision process
- How to manage the
multi-level decision process
- How to grab share
of mind while blocking your competitors' best shots
- The key ingredient
that drives every sale
- How to get the
inside and straight information you need to be effective
- How to develop
and fortify "competitor-proof " relationships
- How to get your
entire team talking the same language to your customers
- How to move from
putting out fires to starting them for your competition
- How to replace
frustration with confidence and control
- How to attain the
ultimate in credibility with your customers
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"Jeff
Thull combines the best of street-smart selling and strategy execution,
with the best of university-level learning."
 Jeff
Thull is a leading-edge strategist and valued advisor for executive teams
of major companies worldwide. As President and CEO of Prime Resource Group,
he has designed and implemented business transformation and professional
development programs for companies like Shell Global Solutions, 3M, Microsoft,
Intel, Citicorp, IBM and Georgia-Pacific, as well as many fast-track,
start-up companies. He has gained the reputation for being a thought-leader
in the arena of sales and marketing strategies for companies involved
in complex sales. He delivers:
- Take-action motivation
- Profitable "out-of-the-box"
ideas
- Content rich humor
- Bottom-line impact
- Performance excellence
Jeff is a compelling,
entertaining and thought-provoking keynote speaker with a track record
of over 2,500 speeches and seminars delivered to corporations and professional
associations worldwide. Jeff Thull's work is published in hundreds of
business and trade publications. He is also the author of the #1 best
selling books "Mastering the Complex Sale - How to Compete
and Win When the Stakes are High," and newly released,
"The Prime Solution: Close the Value Gap, Increase Margins,
and Win the Complex Sale."
"Jeff
motivates people to take action and lets them have fun doing it."
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"What
you've done is to combine the best of university-level learning with street-smart
selling."
Morgan Chemicals - CEO
"I was uncertain whether I could afford the 2 days away from
my office. I now know I couldn't possibly afford not to. Highly valuable,
fresh approach. I thoroughly enjoyed it!"
Bechtel Software - Manager of Business Development
"The dynamics of change in customers and technology, the
complexity of product and service, plus changes in competition required
that we implement Diagnostic Selling."
Universal Instruments- Director of Sales
"We found a blueprint for a professional sales strategy...a
lock on the right way to do business."
AdVantage Corporation - CEO
"Diagnostic Selling is the most refreshing and effective method of
selling we have been exposed to. Your presentation style accents its real
world impact!"
Rand McNally - V.P. of Sales
"This program is clearly the graduate school of selling.
Moving from selling to business development is what will separate the
professionals from the amateurs."
Spectrum Healthcare, Div. of ARA - Director of Organization Development
"The seminar was immensely valuable. Jeff Thull's innovative
techniques and methodologies provide new and differentiating insights
into today's competitive sales environment."
AT&T - Bell Labs- Business Manager
"A must hear presentation for frustrated managers trying to implement
change amongst the ranks."
Union Special Corporation - Regional Manager
"The small group, open forum approach was refreshing and more productive
than any seminar I've ever attended."
MICO - VP Sales
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The Investment
Mastering the Complex Sale:
- First Enrollee
at $1395
- 2nd to 5th enrollee
at $1295 ea
- 6 or more enrollees
at $1250 ea
Call 1-800-755-1325
to register
- Atlanta,
GA
Mastering the Complex Sale 2-day Seminar
Atlanta, GA 4/3/08
Hilton Atlanta Airport
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Chicago,
IL
Mastering the Complex Sale 2-day Seminar
Chicago, IL 3/13/08
Marriott Schaumburg
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Chicago,
IL
Mastering the Complex Sale 2-day Seminar
Chicago, IL 7/17/08
Marriott Schaumburg
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Philadelphia,
PA
Mastering the Complex Sale 2-day Seminar
Philadelphia, PA 4/10/08
Renaissance Philadelphia Hotel Airport
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Houston,
TX
Mastering the Complex Sale 2-day Seminar
Houston, TX 5/1/08
Marriott Houston North at Greenspoint
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Minneapolis,
MN
Mastering the Complex Sale 2-day Seminar
Minneapolis, MN 6/5/08
Minneapolis Marriott SW
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Boston,
MA
Mastering the Complex Sale 2-day Seminar
Boston, MA 5/8/08
Hilton Boston Logan Airport
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
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- Atlanta,
GA
Mastering the Complex Sale 2-day Seminar
Atlanta, GA 4/3/08
Hilton Atlanta Airport
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Chicago,
IL
Mastering the Complex Sale 2-day Seminar
Chicago, IL 3/13/08
Marriott Schaumburg
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Chicago,
IL
Mastering the Complex Sale 2-day Seminar
Chicago, IL 7/17/08
Marriott Schaumburg
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Philadelphia,
PA
Mastering the Complex Sale 2-day Seminar
Philadelphia, PA 4/10/08
Renaissance Philadelphia Hotel Airport
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Houston,
TX
Mastering the Complex Sale 2-day Seminar
Houston, TX 5/1/08
Marriott Houston North at Greenspoint
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Minneapolis,
MN
Mastering the Complex Sale 2-day Seminar
Minneapolis, MN 6/5/08
Minneapolis Marriott SW
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
- Boston,
MA
Mastering the Complex Sale 2-day Seminar
Boston, MA 5/8/08
Hilton Boston Logan Airport
Our Price: $1,395.00
2nd to 5th enrollees are $1295 ea
6 or more are $1250 ea
Please contact us for 8 or more
To Register Call 1-800-755-1325
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