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How to Prospect at the Top Management Level:
What to Say and Do to Get Through to and SELL the Highest-Level Buyers
Watch this video message to you from Art:
Do ANY of the following describe you and
your sales efforts?
- You're tired of decisions getting
stalled because your contact does not see it as a priority,
-
You sometimes lose sales because
you're told by a mid-manager that the budget is already spent for
the year,
- You often find yourself talking to
people who can't or won't make a decision,
- Your sales cycles often get
extended, sometimes indefinitely, because you are waiting for your contact to get approval
from his boss,
- Your deals get denied because your
contact isn't articulate enough, or persuasive enough, or motivated
enough to sell it to the boss,
- Your sales cycles are way too long
because "committees" are involved,
- You sometimes are
intimidated at
the thought of calling into high-level decision makers, or you turn
to jello when you actually have one on the phone,
- You now target high-level buyers
within an organization, maybe even at the C level, but have a
difficult time getting through.
You can avoid all of these problems, shorten your sales cycle,
and
make larger sales if you sell to higher level buyers in companies. And
that requires a different strategy and approach than what most
people use when selling at the
lower mid-manager levels.
I have assembled a package of a couple of audio and video resources
that show you EXACTLY what to do and say to get through to, and sell
at the highest levels. You should sell to the people who can and will
make the ultimate decision to buy from you, without having to check
with
anyone else.
Here's what you will get.
1. Two-Hour Audio Seminar on
CD
You'll get "How to Prospect at the Top Management Level:
What to Say and Do to Get Through to and Sell the Highest-Level
Buyers," an audio seminar on two-CD's. This is an interview I did for
the Platinum Members of my Telesales Success Inner Circle with sales
expert Paul DiModica.
You get specifics: what-to-say, what-to-do, how-to-say it so that you
avoid the mistakes that most salespeople make in trying to prospect at
the highest level, and get through and sell more often.
Listen to a portion of the program
here:
In these two CD's you will learn,
Why cold calling is not dead, and in reality, the
quickest way to get
through and sell to the highest levels,
How to not feel
intimidated when calling high levels, and instead,
how to position yourself at a "peer-to-peer" level,
How to build a "Buyer Dictionary" so you are speaking the language
that high-level buyers speak in every day, AND, what words to avoid
that make you sound like a common vendor,
The Seven Steps, and Five Guidelines for creating your unique Sales
Value Proposition that grab executives' attention. And, how to make it
a new industry term you can even copyright,
How you can sell against a big company that has a well-recognized
brand, when you don't,
What to send, and to whom, which is virtually guaranteed to get you
in to speaking with the high level buyer. (This is not your typical
suggestion, and most people will not do it. You WILL if you want to
get through.)
What to say to screeners, gatekeepers, and executive assistants so
you are put through, not screened out,
What to say on voice mail so that your call is either returned, or
accepted the next time,
How to create "Sales Objections White Papers" to blow away objections
in advance,
The seven characteristics of salespeople who hit their quotas
consistently when selling at the top level,
The specific
Nine-Step model for creating your telesales script to
use when
you have the high-level buyer on the phone, including examples you can
use
as-is, or adapt...
...plus much more.
Let me emphasize that this is not one of those fluffy full-of-air programs that
tells you "You need to create value with the buyer," but does not show you
exactly HOW
to
do it. You will get PRECISELY what you need to say to get through to
and
sell at the highest level.
I must admit I personally was blown away by the amount and level of
pure,
beefy, solid what-do-right-now material that Paul shared in this
program.
BONUS! FREE Written Transcript of the Seminar
In addition to the two hours on audio CD's, you will also get the
written
transcript of the program. 41 pages where you can see the techniques
written out for you. You can highlight them, take notes, and write
out
your own variations of the techniques. See a sample of
the actual transcript here.
You will also get...
2. Video Interview on DVD With a CEO Buyer On What It Takes To Sell To
His Level
Also as part of my Telesales Success Inner Circle, Platinum members
receive, every other month, a training video DVD, "Telesales TV,"
containing several
lessons on how to sell and prospect using the phone. In Episode One of
Season Two, one of the segments deals with how to prospect and sell
at the top executive level.
In this segment, I interview the ex-CEO of Humana's western region,
Dan Hoemke. Dan was the high level buyer that so many sales reps
tried to get to. Most failed. A few got through. He shares the
"secrets" of
what works and what doesn't when trying to get to buyers at his level.
Dan also has experience on the other end of the phone and the desk,
having been a successful sales executive himself, closing muti-million
dollar deals at the C-level. Now he consults with sales reps on
how
to do the same. And he shares those secrets with you in this video.
View a segment of the interview below
This interview where Dan shares the secrets of getting to the "C"
suite
alone is worth the small investment in the package.
BONUS: You will get the
entire DVD, not just the interview. Other
segments
include,
-why it's usually not a good idea to ask the budget question, and what
to do instead,
-how to handle
price resistance and objections,
-should you
use "How are you today?", and,
-how and when
to upsell.
Any ONE of
these bonus video segments could pay for your entire program.
_______________________________________________________________
NOTE: Even if you do not sell at the highest levels,
ALL of these ideas
still will help you in your prospecting and sales.
What really
hit me as I did both of these interviews is what it takes to sell at the top
management level works at ANY level. Everything
in both of these programs will help you, regardless of the decision
maker you
are targeting. And it will also give you the confidence to go to a
higher level if you are not always going there now.
_______________________________________________________________
To Own This Program...
If you are selling, or attempting to sell at high levels you how much
a deal can mean to you, and how much it costs and hurts to lose one.
Not to mention the amount of time invested. Anything you can do to get
in more often, and sell more effectively of course is worth pure gold.
The two-CD audio seminar and transcript alone will sell for $99, just
like our other two-CD programs. The Telesales TV training DVD alone
also sell for $99. Therefore these two resources would be $198 if you
bought them not as part of this package.
If Purchased Separately
$99 Two-CD Audio Seminar, including 41-page transcript
$99 Telesales TV Video Training on DVD
$198 TOTAL
Your special package price? Just
$139 ($6 US shipping, $12
international) Order right now.
100% Money-Back Guarantee:
If for any reason you feel these
resources will not help you get to and sell at the top levels, let us
know and we will refund everything you paid us. You risk nothing.
ORDER HERE
US Customers: Order "How to
Prospect and Sell at the Top Management Level Audio Seminar and DVD"
$139 + $6 shipping
NON US CUSTOMERS: Order "How to Prospect and Sell at the Top
Management Level Audio Seminar and DVD" $139 + $12 shipping
Download
the Audio Seminar Only
Get the Audio Seminar instantly. You will download the double-CD
program as two mp3 files. Just $79.
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