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CBFA

CBFA 05 - The Power of a Process for Increasing Sales


Description
How to save time, replicate your success and improve your odds of closing every deal.
Content
  • The Benefits of Using a Sales Process
  • The benefits of using a sales process
  • Larry Lewis explains why using a sales process is so important
  • Another perspective on why you should use a sales process
  • Neil Rackham on the importance of qualifying opportunities
  • Another look at the importance of qualifying an opportunity
  • Brian Quaranta explains importance of not letting prospect shortcut the process
  • The Client Builder Selling Process
  • An overview of the Client Builder Selling process
  • Three simple rules for following a sales process
  • Larry Lewis explains why the diagnosis is the most important step in the process
  • Neil Rackham on the best time to present your solutions
  • Brian Quaranta explains the importance of using the CBFA note-taking form
  • The sales process must also be based on how people buy
  • Advance Agreements are the mortar that holds your deals together
  • Larry Lewis on how advance agreements keep you in control of the sales process
  • Overcoming your prospect’s fears and concerns
  • Should you stay or should you go?
  • She's singing our song
  • Today, "how" you sell has become more important than "what" you sell
  • FREQUENTLY ASKED QUESTIONS
  • FAQ - How can you ensure that you stay on track during the sales process?
  • FAQ - What steps in the process occur in each meeting?
  • FAQ - How does the process disqualify prospects who can't make decisions?
  • FAQ - Why do prospective clients simply disappear or "ghost" you?
  • Test Your Knowledge and Build Your Playbook
  • Quiz: Understanding the steps in the Client Builder Selling Process
  • Build your playbook: Download and customize the "Sales Process Outline"
  • Build your playbook: Download the "Client Builder Pyramid"
Completion rules
  • You must complete 90.00% of the content
  • Leads to a certificate with a duration: Forever
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