Setting Sales Appointments

How to gain access to top level decision makers. Scott has personally set more than 2,000 C level sales appointments and his insights on how to get salespeople in front of the right people within organizations that are clones of your best accounts... make a difference within weeks. 

The presentation can take an A - Z approach or depending upon your business objectives, spend more time on sub-topics such as scripting, responding to objections, voicemail, gatekeepers or others.

Sales Appointment Conversion

OK. You have the meeting. Now what are the best strategies and structure to maximize the probability that the strongest possible foundation will be laid for a future sale. You typically have 30 - 60 minutes. What do you do within that time to get critical information you need to close, communicate value, ensure a substantive next step, not an "I'll call you, you call me." type ending.

Selling Against Higher Priced Competition

Meet the challenge of consistently competing and closing deals when you are not the lowest cost option. Learn strategies to communicate value and put your cost into the proper perspective. Specific strategies for use in the prospecting, meeting and sales pipeline stages of the sale.

Additional Topics

Communicating corporate value.
Communicating benefits.
Questioning strategies.
Clarity! The Ultimate Success Principle.

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