Managing the sales cycle, doing the right thing at the right time, contributes as much to getting an order as any feature or benefit your product may have. Sales cycle management is at least as important to your selling success as rapport building tips or closing techniques you might use when certain situations arise.
Sales cycle management begins with setting a specific “advancement objective” for every sales call; every meeting, every presentation, every telephone call, etc. This is a goal you set for specific action or commitment from your customer that moves the sales cycle forward.
At the conclusion of this course, participants will be able to:
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