This 4-hour training will teach you a practical methodology for building consensus and gaining access to stakeholders with your client's company, creating a preference to buy from you, as well as your solution.
One of the most significant challenges for decision-makers and decision-shapers is gaining the consensus of the people who make up the buying committee, as well as the people who would be effected by any decision they make.
Many—if not most—of your contacts don't recognize the need to gain the consensus they need internally, and they don't know how about going about manufacturing it, creating an enormous obstacle that often ends in a "no decision."
As a consultative salesperson, you need to help your contacts recognize that they need consensus. This includes identifying all stakeholders who need to be involved with the decision, as well as when to invite them into the conversation in a way that allows you to move forward. In this training, you will learn how to identify and gain access to the stakeholders, score their level of support, and develop an effective plan to build the consensus you need to win deals.
This 4-hour virtual training session will take place online in a live Zoom session with Anthony.
Live exercises, breakouts, and Q&A with Anthony to help you dial in this approach to presenting & proposing.
The Talk Tracks Workbook with language choices for the common conversations you will need during a presentation and a proposal.
The Presentation & Proposal Workbook with exercises and most importantly examples to help you immediately use what you learn in the workshop.
Roughly two to three weeks after the workshop, we will host a Q&A session. This will give you the opportunity to ask questions as you have been applying what you learned.