Enterprise Media is your one stop solution for your training needs: including streamed learning, DVDs, USBs, and more.
President and CEO, LogicVision Inc.
Selling is not an event but an ever-changing process that requires a solid strategy to achieve positive results. In the Strategies for Selling program, James Healy explains how to manage the four dynamic and interactive functions of selling and describes the skills that good salespeople need to learn in order to develop an effective selling strategy.
Strategies for Selling Program Highlights:
- Why every one of us needs to know how to "sell."
- How to change your tactics while keeping your strategy immutable.
- How to play to the decision maker's personal agenda.
Sales are the lifeblood of every company. Developing the product can pale in comparison with getting out there and trying to sell it. In spite of this, selling is relegated to a footnote in the curriculum of many MBA programs, and salespeople "can't get no respect." Yet, as Jim Healy points out in the Strategies for Selling program, if you underestimate the critical importance of selling, you can lose opportunities and risk getting sidelined by the competition.
When you're in the business of offering complex systems or services, selling is a process rather than a single event. Therefore, selling is not only an art, but it is also a science. It requires instinct, but also strategy. Without a clear strategy, Healy explains, the sale is lost before the battle even begins.
In order to create your strategy, you need a fundamental understanding of the four dynamic and interactive aspects of selling:
- analyzing the opportunity
- positioning the solution
- aligning with the power base
- overcoming resistance to buying
Healy details the steps you need to take to assemble these building blocks and beat the competition with an effective sales strategy.
- Strategies for Selling DVD (47 Minutes)
Jim Healy is President and CEO of LogicVision Inc. Prior to joining LogicVision, Healy held senior leadership positions in a number of high technology companies, including Spirox, ASAT USA, FormFactor Inc., and Credence Systems.
Stanford Executive Briefings Filmed monthly at the Stanford University Faculty Club, these lively presentations give you access to high-level speakers who share their insights and “best practices” with the business community.
This training program is included in the Sales and Marketing Collection