Advance the Stalled Sale: How to Get Stuck Deals Back on Track

Duration: 60 minutes

Prospects take the easy way out and find excuses to put off a buying decision and give you the “Stall.” In some cases, they really can’t buy now. But in many cases they are sending you a message, whether they know it or not, and your job is to figure out what that message is. (more details below)


WHY ATTEND 

It comes with the territory. When you’re in sales, you’re going to hear lines like these all the time:

  1. "We're putting off the decision until next quarter" or
  2. “I need to run this decision by my boss” or 
  3. "I like your product, but just need a little more time to decide”

You're getting the "Stall."

Wouldn’t it be great if you mastered a strategy that would challenge prospects to explain – not just to you but to THEMSELVES – what they mean when they say they can’t buy? It would change the rules of the game, wouldn’t it? It would combat the inertia that has immobilized buyers at so many companies.

That’s exactly the topic we’ll cover in this webinar. Speaker Paul Cherry will reveal a probing technique that will help prospects identify needs and create a sense of urgency to act.

LEARNING OBJECTIVES

Participants in this event will learn how to: 

  • Ask powerful probing questions to uncover the real buying motives and hidden agendas.
  • Use “lock-on” questions that turn “think-it-overs” into a yes or no response.
  • Qualify upfront the amount of time, money or resources a prospect or customer is willing to invest in your solution.
  • Uncover what your customer really values so you can sell at higher margins and outperform your competition.
  • Leverage the customer’s financial fears as the very reason why he must buy from you NOW.
  • Appeal to customers’ emotions to elicit a call to action.
  • Deal with buyers who use the economy as an excuse to get you to capitulate on their terms.
  • Avoid the trap of giving free consulting advice or expensive proposals to those who think nothing of wasting your time and resources.
  • Eliminate price-cutting as a strategy to win the sale.

ABOUT THE SPEAKER

Paul Cherry is President of Performance Based Results, an international sales and leadership training organization and has taught more than 250,000 sales professionals to date. Johnson & Johnson, GlaxoSmithKline, Blue Cross, DuPont, Comcast, Moody’s, Shell Oil, Harley Davidson, and Wells Fargo are just a few of the 1,200 clients Paul has worked with. He has written over 150 articles for leading industry publications, including Selling Power, Investor’s Business Daily, Sales Training Camp, RainToday, Master Salesmanship, and Value Added Selling, among others. Paul is also the author of Questions That Sell, published by AMACOM Books in 2006. Paul has more than 19 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul is also an adjunct faculty member at The University of Phoenix and a guest lecturer at The Iacocca Institute at Lehigh University.

What You Get With Each Option

Live Recording

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Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

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Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

What You Get With Each Option close

Live Recording

Live Only

Participation in the live upcoming webinar

Recording

Recording Only

Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

Live and Recording

Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

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