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Systematic Selling - Identifying Objectives

The fourth step in the Systematic Selling Process is identifying the prospect's objectives. In this module, we'll discuss how to position your company as a potential partner.
SKU: P1091EN
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The fourth step in the Systematic Selling Process is identifying the prospect's objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect's objectives is at the heart of the Systematic Selling Process. In this module, we'll discuss how to position your company as a potential partner. We'll tell you how to use effective questioning and active listening to recognize a prospect's objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Identifying the Prospect's Objectives is the fourth of eight modules in the online Systematic Selling Program.
Products specifications
Course Language English
Length Range Over 60 Minutes
Length (Hours) 2.00
Course Features Audio
Module Number(s) 0604EN
The fourth step in the Systematic Selling Process is identifying the prospect's objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect's objectives is at the heart of the Systematic Selling Process. In this module, we'll discuss how to position your company as a potential partner. We'll tell you how to use effective questioning and active listening to recognize a prospect's objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Identifying the Prospect's Objectives is the fourth of eight modules in the online Systematic Selling Program.
Products specifications
Course Language English
Length Range Over 60 Minutes
Length (Hours) 2.00
Course Features Audio
Module Number(s) 0604EN