"The concept of Empowering the Screening Source is vintage Thomson at his best - a chapter worth the price of the book, and a process that Don developed uniquely and still practices to this day."
Fran Moynihan
Vice President, Sales
FUJITSU TRANSACTION SOLUTIONS
INC.
Step 1: Obtaining the First Appointment
Step 2: Preparing the Call
Step 3: Qualifying Face to Face
Step 4: Handling the Good Fit
Step 5: Handling the Bad Fit
Step 6: Reviewing the Call
2. The Selling Process (1/2 to one day)
Solution Selling
Decision Making Process
Developing the Coach
Joint Sales Calls
Developing the Sales Plan
Selling to Committees
The Accurate Sales Forecast
Social & Work Styles
Two Absolute Show Stoppers
Real Reasons for Losing the Sale
Creating the Sales Objective
Closing the Stuck Prospect
Managing the Sales Process
Writing the Proposal
3. What Sales Management Needs to Know (1/2 to one day)
