All Entries Tagged With: "presentation"

Sales Closing: NO PAIN. NO CHANGE.

Sales Closing: NO PAIN. NO CHANGE.

Decision Makers know why you are there. You are asking them for time, or money in the form of “solving their problem”. Buyers are conditioned to automatically resist you as you “ask for the sale”. There is intense pressure to “make a decision”.  The ONLY way buyers will buy from you is if they have verbalized their painful problem to you, and have acknowledged that your solution will help them regardless of the money or time it takes to get it solved.  Buyers buy because you have made them verbalize their PAIN. They will do anything to avoid it!

LOSING SALES? “Pull-Out” of the game and win!

LOSING SALES?

PULL out of the game and WIN!

Here is one of the most powerful closing techniques to get a prospect to MOVE and make a decision or give you their true reason for not buying.

It is called “pulling” (as opposed to “pushing”). This psychological closing method scares the heck out of most sales people because it is such a brave technique and will threaten your sales prospecting comfort zone if you are not totally confident in your sales ability. It takes a lot of guts.  Master it, and you will develop an ACE transferable skill that will pay you handsomely!

The Secret is out. Powerful CEO’s hang at ASTD events!

You want a well-kept sales secret?

Top Decision Makers of major corporations attend the ASTD International Convention Expo every year.

Why is this important to you? MONEY, LEVERAGE, and very POWERFUL CAREER NETWORKING.

You want to get next to CEO’s, Presidents, and Senior Leaders of companies?

Aligning Sales Training ROI

Aligning the ROI Institute / Phillip’s  ROI Methodology to Sales Training

Dr. Jack Phillips of the ROI Institute created a 5 level ROI Analysis program that measures and evaluates the cost and impact of training after the training is delivered. We will spend several posts looking at this ROI Analysis Program to help you understand how your training and development action plans affect Human Performance Improvement and Financial Forecasting.

ROI Measurement in Training is the one of the most sought after metrics being demanded by business leadership – to ensure that training meets the business and financial needs of the company.

The Jack Phillips ROI Methodology is a comprehensive measurement and evaluation process that collects six types of measures:

1.  Reaction and Planned Action

2.  Learning and Confidence

3.  Application and Impact

4.  Return on Investment

5.  Intangible Measures

This balanced approach to measurement includes a technique to isolate the effects of the program, project or solution.

Please note: The ROI Institute will be presenting at the ASTD International Conference and Expo:

Sunday, May 16, 2010 at 8:00 a.m. – 9:15 a.m.

A Two panel discussions dedicated to measurement and evaluation.

Hosted by: Dr. Patti P. Phillips twitter.com/ppphillips

NEW! Upcoming Free Webinar

Check out this Month’s Free Webinar hosted by ASTD Sales Training Drivers!

Give your career a boost by viewing this upcoming program presented by an experienced sales trainer, sales consultant, or learning & development professional – by checking out next month’s upcoming live webcast!

ASTD Sales Training Drivers provides access to both classic and emerging best practices in a convenient, cost-effective way. These webcasts not only allow you to sharpen your thinking, but also create a great way to share that thinking with others.