What you will learn:

Selling is not a transaction; it is a process of ongoing relationship development and strategic partnership.

Today’s highly competitive and ever-evolving business environment calls for a new approach to sales. It is no longer enough for your salespeople to know the features and benefits of the products and services that they sell.

They need to be able to become their customers’ business experts, trusted advisors and success partners. By developing authentic relationships with their prospects and customers, your salespeople will gain a deep understanding of their prospects’ or customers’ business challenges, be able to offer personalized solutions, and create win-win outcomes for all involved.

In this interactive program, your sales leaders and teams will:
  • Expand the range of desired outcomes
  • Learn to listen for what’s being said -- and what isn’t being said
  • Develop a repertoire of insightful questions that get to the prospect’s or customer’s desired outcomes
  • Boost self-awareness as salespeople and as leaders

About the instructor:

Deborah Grayson Riegel is a keynote speaker and consultant who teaches leadership communication for Wharton Business School and Columbia Business School. She is a regular contributor for Harvard Business Review, Inc., Psychology Today, Forbes, and Fast Company. The author of "Overcoming Overthinking: 36 Ways to Tame Anxiety for Work, School, and Life,” she consults and speaks for clients including Amazon, BlackRock, Bloomberg, Johnson & Johnson, PepsiCo, and The United States Army. Her work has been featured in worldwide media, including Bloomberg Businessweek, Oprah Magazine, and The New York Times.
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Suggested Length60 min
# of Employees100

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