Tactics & Strategies
Stop leaving profits on the table! Generate higher profits while you
enhance customer relationships. With two decades of experience in
sales & sales management and teaching salespeople all over the
world, Bob knows every tactic used by buyers. He’s identified
the most effective, the ones used on your sales force day-in & day-out,
and he’ll teach your sales force exactly how to respond to
them.
Continuum of
Business
A key thought process that separates this program from all other sales
or negotiation instruction. It’s the key to repeat business - at
high margins.
Moments of
Truth
Every sales negotiation hinges on “moments of truth”. They’re
the turning points in a negotiation, they often determine the profitability
of a deal, and most salespeople aren’t tuned in to them. Once they
become aware of them, and know what to – everything can change!
All About Power
This is the real game. Either your salesperson or the buyer is going
to be the alpha player, and your salesperson better understand and
be comfortable with power: where it comes from, how to get more of
it, and most important - how to successfully confront and overcome
your buyer’s power.
Positioning
How to position your company, its products and services - and the salespeople
themselves - for maximum value in the marketplace. Positioning is the
key to getting profitable business by building value, instead of cutting
price!
Formula for
Success
A proven process that works wonders with buyers. It heads off trouble
before it starts, and it puts your salespeople in charge of the meeting.
It’s a simple, but profoundly effective tool.
Negotiation
Style
How to find your natural negotiation style and use it successfully.
Planning
The “How to Negotiate High-Profit Sales Planner” teaches
a salesperson how to plan- really plan before a negotiation. The planner
guides them through the minefield of sales negotiation. It helps them
avoid mistakes, and most importantly - it shapes the way they think.
They will reach a point where they will never be ambushed again.
Horse Trading
Wisdom
Some thoughts from Bob’s dad and Bob’s years in business
that keep you on track, and prevent the mistakes you regret for years
afterward.
Seminar Leader - Bob
Gibson
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