ASK Selling Sciences Program and CRM
Introduction
3 Topics
Introduction Learning
Information Objectives & Opportunity Review
How Businesses Make Decisions
Qualifying
10 Topics
Qualifying Objective and Agenda
Qualifying Business State & Gaps
Qualifying Evaluators & Commonalities
Qualifying Decision History
Qualifying Alternatives & Favored Alternative
Qualifying Current P/S/C/E
Qualifying Decision Criteria P/S/C
Qualifying Decision Criteria for Expenses
Qualifying Decision Stages
Qualifying Your Company Story
Presenting
3 Topics
Presenting Objective & Agenda
Presentation Content and Flow
Presenting Methodology
Handling Objections
1 Topic
Handling Objections
Developing Opportunities
2 Topics
Developing Opportunities: Sales Success Plans
Developing Opportunities: Ideal Customer Profiles, Pre-Call Research, Securing Appointments
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Qualifying Alternatives & Favored Alternative
ASK Selling Sciences Program and CRM
Qualifying
Qualifying Alternatives & Favored Alternative
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