PROSPECTING Series: Gaining Access To and Selling The Ultimate Decision Maker – Jim Dunn

PROSPECTING Series: Gaining Access To and Selling The Ultimate Decision Maker – Jim Dunn

Gaining Access To and Selling The Ultimate Decision Maker

If you’re plagued by a long selling cycle, doing lots of unpaid consulting, and have lots of proposals that don’t seem to go anywhere, chances are you are pitching to the wrong batter. Often overlooked in the qualification process is the importance of understanding your prospect’s buying process and getting in front of the right person.

Description:

In this fast moving teleclass you’ll learn…

• The five things that you must understand about your prospect’s decision process
• Why salespeople call too low in the organization and the consequences of that choice
• Seven great tactics for getting to the top
• What to do when you’re completely stonewalled from the decision maker
• When to cut your losses and move on
• More . . .

Attend this information packed teleclass and learn what it really takes to get to the top and close more business.

About Your Trainer:

Jim trains both nationally and internationally and is a sought-after speaker on selling issues.

Prior to founding Whetstone Group in 1992, Jim spent 23 years in sales, marketing and training positions with Exxon, Genuine Parts Co. (NAPA), GNB Batteries and Huffy Corporation. He has extensive experience in sales management and marketing at the national level, as well as selling both products and services.

Jim is a Certified Sales & Marketing Professional (CSMP) and a Certified Professional Behavioral Analyst (CPBA). He is a graduate of Bucknell University, spent four years as an officer in the U.S. Navy and is a Vietnam veteran.

Jim has lived in the Scripps Ranch area of San Diego since 1985 with his wife Linda, and daughter, Meagan. In his spare time he is active in golf and tennis.

John Schumann is an international sales trainer and a partner in Whetstone Group. He teaches what he has learned through 27 years of sales, sales management and training experience in such companies as Johnson and Johnson, PSICOR (acquired by Baxter Laboratories), NOVUS and Coral Therapeutics. He has extensive sales and marketing experience in both large international companies and small entrepreneurial companies. He is experienced in selling both products and services.

John has trained clientele ranging from multi-billion dollar corporations to solo entrepreneurs. In addition to training in Whetstone’s Training Center he has also taught in customized in-house/retreat sessions for corporate clients’ salesforces, and is not afraid to challenge traditional ideas of selling and marketing. His experience with major corporations, as a member of two boards and “real-life selling” provides rich anecdotes for his seminars.

John received his Bachelor of Science degree from the University of Wisconsin and was awarded “The Distinguished Flying Cross” and “The Air Medal” while serving as an USAF pilot in Vietnam.

John has lived in La Jolla since 1986 with his wife, Candace, and has a son, Eric. In his spare time John spends time in his shifter kart, runs and skis.

Testimonials:

“This program will benefit our sales production and the way we handle objections.”

“Overall, very pleased with the training and instructional tools. The content was directly related to my everyday job situations, the instructor was very informative and flexible and the materials will be my personal work guide.”

“Excellent program. Everything was great and helped me pull it all together. Looking forward to the next session.”

“Beat my expectations! It will definitely help our group get results!”

“I can’t wait to give this a try. I fully expect to see a more efficient use of my time….resulting in a higher closing percentage.”

“I learned more than I expected. In all honesty, I was not looking forward to learning sales, as I believed that I could never be a good salesperson. However, this program helped boost my confidence and taught me how to ask the right questions.”

“Jim’s style helped me understand the importance of being a good listener and not to jump to conclusions or solutions before I understand the problem (pain).”

“I liked Jim’s approach. I hope to use his questioning techniques and confirmation strategies to increase my percentage of closing. I hope to keep working hard, but smarter!”

Sale page: PROSPECTING Series: Gaining Access To ahttp://www.mmocourse.org/business-marketing/nd Selling The Ultimate Decision Maker – Jim Dunn

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