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Description
All decision makers are not equal! This webinar includes an in depth discussion on why many salespeople consciously avoid the key decision maker. Participants develop a clear understanding of customer roles within client organizations while gaining confidence in their ability to win allies on their way to the corner office. Specific tactics and strategies for maneuvering past the gatekeeper and winning the support of others are examined and discussed. Such strategies prove invaluable for effectively prospecting and winning new business. Carpe DM is an eye opening experience into how top officers make buying decisions.
Topics Covered
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Raise the standards of sales professionalism to the highest possible levels
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Generate new business for your network of dealer organizations by sharpening your salespeople's ability to gain access to key decision makers
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Provide methodologies for overcoming barriers that can block or impede the sales process
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Increase your sales team’s confidence and ability to make persuasive presentations to “A” accounts at the executive level
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Help salespeople transition from transactional selling to consultative selling
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Provide strategies and techniques for differentiating MHEDA dealer in the marketplace
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Make a positive, significant and long-term impact on sales, profits, and market-share
Who Should Attend
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Inside/Outside Salespeople
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Aftermarket Salespeople
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Customer Service and Technicians
About the Speaker
 William Walker is the Founder and President of The Walker Consulting Group, LLC; a national training and development organization, headquartered in Charlotte, NC. William has nearly twenty years of sales and sales training experience and is regarded as one of the world’s top speakers and sales trainers. He has designed and delivered hundreds of sales training and leadership training programs for organizations throughout the United States, Europe and Australia, including workshops for Yale, Hyster, Toyota, and CAT dealers. He has been a keynote speaker for dozens of organizations and association meetings both within and outside the material handling industry.
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