What it covers
Rapport that holds under pressure, in person, on video and on the phone
Meta Model questions that get from "we're looking at options" to what the buyer actually needs
Buying and decision strategies, and how to sell the way your customer decides
Reframing objections instead of arguing with them
The Milton Model and persuasive language, used ethically
Managing your own state before a big call
Who it's for
Account executives, account managers, business development and pre-sales teams, and the sales leaders who coach them.
Why Ralph
He has led sales teams for most of his career. As Chief Growth Officer at Connexin, the group grew revenue eight-fold, from £3 million to £25 million, in under three years. The techniques come with examples from real deals.
Format
Half-day, full-day or a short series, in person or online, built around your sales process and your customers. Pairs well with our sales enablement consulting.