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Not all prospects are ready to buy when you’re eager to sell.  Selling to these prospects often takes additional selling time. 

However, identifying customers that are ready to buy can be a critical strategy to help you achieve your sales goals and annual quota.   

In this course you learn how to avoid missing sales with customers that are late in their buying cycles and ready to buy now.  Learn how to quickly match your product or service features and benefits to meet your prospect’s urgent needs.  Finally, see how to move these late stage prospects through the buying cycle to earn more business. 

 

Learning Objectives

  • Identify your ideal prospects so you can shorten your sales cycle and make it easier to sell
  • Discover what you must look for so you don’t miss another sale
  • Explore what you are selling so your customer wants to buy
  • Identify best planning practices to maximize your selling time
  • Discover what you need to do to move through your sales process and gain new business

 

Prerequisites

Course Complexity: Intermediate

No advanced preparation or prerequisites are required for this course.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  3:29Introduction to Selling Strategy: Find the Best Customers to Buy From You Now
Find the Best Customers to Buy From You Now
  9:38Who Should You Sell To?
  11:12Who is Your Ideal Customer?
  11:33Who is Your Ideal Prospect?
  10:14Find the Best Customers to Buy From You Now
  7:08What do Customers Want?
CONCLUSION
  7:59What are you selling, Course Conclusion
Continuous Play
  1:01:12Selling Strategy: Find the Best Customers to Buy From You Now
SUPPORTING MATERIALS
  PDFSlides: Find the Best Customers to Buy From You Now
  PDFFind the Best Customers to Buy From You Now Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM