Constant competitive movement and fluctuating threats…the marketplace is volatile and unpredictable. It takes skilled and equipped professionals to protect their turf, aggressively win sales and sustain valuable customer relationships.
- Eliminate risk and failure in complex negotiation
- Gain the executive’s respect and sponsorship. Build exceptional credibility
- Qualify customers early, long before valuable time is wasted
- Differentiate yourself and your solution without giving away the store
- Build powerful proposals that connect at the executive and operations level
- Become the valued resource and trusted business advisor
This hard-hitting seminar provides strategic and tactical answers for complex sales. Past participants have applied the concepts immediately following the seminar and have achieved significant results.
“I can say with confidence that my close ratio significantly improved after taking the course and I’ve doubled my sales volume. I grew revenue from a $1 million range to a $2 to $2.5 million range. I now spend less time chasing poor prospects and more time with genuine customers.”
Business Development Team Leader, Digital Print, Inc.
“I landed one of the largest accounts in the history of the company. I used the Diagnostic Selling process to grow my territory by 8 million dollars in two years. I owe my success to Prime.”
Regional Manager, Fluke
How you will benefit from this seminar:
- Grab mind share while blocking your competitors’ best shots
- Disarm prospects that want to commoditize your complex and valuable solution
- Get the inside and straight information you need to be effective
- Create an “act now” sense of urgency for your customer
- Separate real business from resource drains
- Know why product knowledge, although essential, could hurt you
- Survive intense negotiations and win more sales
- Create value for the customer and capture your share
- Shorten the sales cycle and increase margins
- Master a totally new and effective sales strategy
- Guarantee that you have the decision makers
- Get six steps that guarantee high-quality appointments
- Manage the multi-level decision process
- Develop and fortify competitor-proof relationships
- Move from putting out fires to starting them for your competition
- Replace frustration with confidence and control
- Attain the ultimate in credibility with your customers
- Gain powerful insight into how people make decisions and how to manage their decision process
Who should attend:
- Global and Strategic Account Managers – Looking to bring their team and their customer’s team together with one process for growing long-term leverage.
- Sales Professionals New to the Complex Sale – Looking for the advantage, right out of the gate, to accelerate success with an aggressive sales process.
- VP and Directors of Sales, Regional and Area Managers – Looking to shorten the sales cycle time and increase forecast accuracy.
- Marketing and Business Development Managers – Looking to execute go-to-market strategies in volatile and hyper competitive markets.
- Channel Managers - Looking to bring a cohesive process to channel partners to increase mind share and market share.
- Engineers and Technical Specialists – Looking for how and when to support or lead the sales process to increase and sustain customer success.
- Product managers – Looking to capitalize competitive strengths, create value and drive sales success.
What past participants have said:
“Finally! A program that captures the essence of top performing sales people.”
BASF, Specialty Chemicals – Account Manager
“I improved my skill of diagnosing the true nature of the opportunity and asking A-Z questions. I can attribute $2 million dollars of revenue growth to what I learned from Prime Resource Group.”
BOC – Account Manager
"What you've done is to combine the best of university-level learning with street-smart selling."
Morgan Chemicals – CEO
"I was uncertain whether I could afford the 2 days away from my office. I now know I couldn't possibly afford not to. Highly valuable, fresh approach. I thoroughly enjoyed it!"
Bechtel Software – Manager of Business Development
“Earlier in my career I attended the Mastering the Complex Sale seminar and it has made a tremendous impact on my sales and management career. After the program, I landed on of the largest accounts in the history of the company I was working for. I used the Diagnostic Selling process to grow my territory by $8 million dollars in two years. I owe my success to Prime.”
Fluke Corporation – Regional Manager
“The dynamics of change in customers and technology, the complexity of product and service, plus changes in competition required that we implement Diagnostic Selling."
Universal Instruments – Director of Sales
"We found a blueprint for a professional sales strategy...a lock on the right way to do business."
AdVantage Corporation – CEO
"Diagnostic Selling is the most refreshing and effective method of selling we have been exposed to. Your presentation style accents its real world impact!"
Rand McNally – V.P. of Sales
"The seminar was immensely valuable. Jeff Thull's innovative techniques and methodologies provide new and differentiating insights into today's competitive sales environment."
AT&T Bell Labs – Business Manager
"The small group, open forum approach was refreshing and more productive than any seminar I've ever attended."
MICO – V.P. Of Sales
“Register today or attend with your team. I am confident that you will be impressed with the return on your investment in Mastering the Complex Sale. I wish you much success!”
Jeff Thull, CEO and President, Prime Resource Group