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Dr. Eliyahu M. Goldratt – Sales and Buy-in – Overcoming Resistance and Handling Reservations
Original price was: $395.00.$59.00Current price is: $59.00.
Learn an effective and systematic way to sell by identifying and overcoming layers of resistance.
File Size: 1.8 GB.
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Description
Dr. Eliyahu M. Goldratt – Sales and Buy-in – Overcoming Resistance and Handling Reservations
Description
Not just the sales people but every manager in every company is required to sell; to sell their products, their suggestions and decisions, to clients, bosses or their own people. Is there an effective, systematic way to sell; to overcome resistance to change?
Your organization will learn an effective and systematic way to sell by identifying and overcoming layers of resistance
Includes a Q&A segment.
A knowledge sharing tool for group learning and buy-in to:
- Learn an effective and systematic way to sell by identifying and overcoming layers of resistance.
- SIMPLE & common sense procedures that your team can put into practice for IMMEDIATE results.
- Provides answers to the questions “what to change?” and “what to change to?” to significantly IMPROVE SALES PERFORMANCE.
- Gain consensus from different stakeholders.
- Use as a comprehensive and system-focused learning resource for organizational development, group training, curriculum or library.
- Get the know-how of the Theory of Constraints (TOC) approach to successfully “sell” a suggestion or idea internally (buy-in), and a product or offer externally.
Content
TOC on Sales and Buy-In
• Which sale is more difficult?
• Resistance to change
Achieving Buy-In
• The first layer of resistance – disagreeing on the problem.
• The Tug-of-War
• The second layer of resistance – disagreeing on the direction of the solution.
• The third layer of resistance – disagreeing that the suggestion solves the problem.
• The Future Reality Tree. Presenting a solution
• Yes, but…
• The fourth layer of resistance – claiming that the solution will also lead to negative effects.
• The fifth layer of resistance – pointing to obstacles blocking or distorting the implementation of the solution.
• Layer six of resistance – unverbalized fear
Sales
• The sales person’s cloud
• Current Reality Tree of the Market
• Future Reality Tree of the Un-Refusable Offer
• A win-win solution doesn’t sell itself
• Building rapport
• Setting the stage
• Bringing the buyer to want your product
• Closing
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