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CBFA

CBFA 02 - Overcoming the Stereotype and Changing the Selling Paradigm


Description
Changing the selling paradigm and the negative perceptions your prospects and clients hold about salespeople.
Content
  • Overcoming the Stereotype
  • Overcoming the stereotype
  • Geoffrey James on sales stereotypes in the media
  • Negative stereotypes from the movie "Boiler Room"
  • More negative stereotypes from the classic movie "Glengarry Glen Ross"
  • A New Paradigm For Selling
  • Changing people's perceptions about salespeople
  • Salespeople drive innovation
  • Salespeople have a greater responsibility
  • Salespeople are the engine that drives our way of life
  • A new paradigm for selling
  • If "Tommy Boy" could change his selling paradigm, so can you!
  • How Selling Has Changed
  • Selling is different today
  • Neil Rackham on how selling has changed
  • The evolution of salesmanship
  • The Sales Profession Today and in the Future
  • The sales profession today
  • Larry Lewis on what consultative selling means today
  • What it means to "sell value" by solving problems
  • Relationships still matter, but how they are formed is different today
  • Jill Konrath on how "relationship selling" has changed
  • The future of selling
  • Test Your Knowledge
  • Quiz: How selling has changed
Completion rules
  • All units must be completed