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Make the phone your friend and business secret: Webinar with Lorman

Do you use the telephone only to make appointments? Do you spend a lot of time traveling for ‘face visits’ and even then don’t close all of those you visit? Do you get the right members of the Buying Decision Team into the room on the first visit?

Join me and Lorman Education Services for an exciting event: Working from my Buying Facilitation® model, I am going to teach you

  • how to get over your bias and consider interesting, effective phone options for connecting professionally with buyers and prospects;
  • how to have the prospects love the phone as a way to get the support they need;
  • how to recognize tire kickers on the first call, and convert folks who hadn’t realized a need;
  • how to help the buyer put together the Buying Decision Team on the first call so the right decision makers show up when you visit.

You might be surprised at how starting off with a change management mind set (before you start your needs analysis and solution placement)  changes your interactions, gets you far greater success and well-into the buying decision cycle. Even on the telephone, and even on the first call.

Join us, and let’s spend an hour together so I can offer you some new skills. All for $49 (make sure you use the discount code below).

I am so pleased to be partnering with the wonderful group at Lorman (Keeping You Current. Helping You Succeed® )  a very professional group with lots of good, timely data to share. While you are at it, look around their site and see what else interests you.

This is the first webinar I’ve done on this topic, and hopefully you’ll walk away happy. Imagine using the phone to do much of the groundwork of your sales effort – and truly help the buyer get ready to buy.

Here is the link for the webinar (priority code: 16899; discount code: Z7745121). I look forward to answering your questions, and offering some helpful ideas.

sd

Articles of Interest

Make the phone your friend and business secret: Webinar with Lorman is a post from: SharonDrewMorgen.com

Read the original blog entry...

More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.

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