Course Description
In this special Decision-Maker Engagement Skills course you will have access to unique insights from real-life sales engagements.
Your tutor, Derek Gardner, holds a Masters Degree in Business and has a proven, successful track record as a Sales Professional and Sales Leader.
He is an accomplished sales negotiator at Exec level, and in this course he shares his selling experiences and processes with you.
We are pleased to have you on this course, and we’re certain you will benefit greatly from it.
Learning Objectives
- Understanding your role as a Sales Professional
- Developing a Value Proposition that compels positive action
- How to effectively research an account
- Using Business Tools in the Exec conversation
- Why Buying Cycles exist, what causes them and how to shorten them
- Successfully engaging the Gatekeeper
- The Executive Engagement (Meeting/Call)
- Applying the closes Executive use for results
- Growing an account after the win
Course Content
Introduction
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Final Exam
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