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The Sales Process
- Length: 1 hr and 8 mins
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The Sales Process
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Publisher's summary
Selling is a process, not an event! Sales people oftentimes experience frustration because they expect the end of the process while in the middle of the process.
Guess what? Your prospects feel the same frustration as you. The reason is because prospects are also involved in the selling process. You must know where you are in the process as well as where the prospect is.
In this program, developed by Zig Ziglar and Bryan Flanigan, objectives include:
- To incorporate a systematic sales process to sell by design and not by chance.
- To understand the need to develop yourself in all areas of the sales continuum.
- To practice questioning techniques that assist in the closing process.
- To teach how to take action only after the client’s real needs have been identified.
- To identify the right system that will assist you in uncovering the needs of your clients.
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