March 31 Event with Kiplinger: Five Assumptions That Can Destroy the Sale Date & Time:  Tuesday, March 31, 2009 • 12pm Eastern  (9am Pacific) Speaker:  Paul Cherry • Managing Partner, Performance Based Results

In today’s chaotic economy, you may be faced with one or more of the following situations:

1. Appeasing customers demanding better terms or pricing
2. Responding to quotes but not winning the sale
3. Customers who won’t return your calls
4. Calling on customers who like you but give you little if any business
5. Catering to customers who can’t or won’t make a decision.

Guess what? As frustrating as they may be, and as easy as it is to blame lack of sales on these situations, they may not be the most significant challenge to your sales success. The fact is your own assumptions may be to blame for sabotaging your efforts.

PROGRAM BENEFITS

Sign up for PBR and Kiplinger’s latest interactive audio conference on March 31. Get on the road to closing more and bigger sales today. Discover how to rid yourself of the all-too-common assumptions that could be killing your sales efforts at the outset—costing you and your organization countless clients, revenues and higher profits—including:

• The core ingredients to become a sales superstar.
  
• Why most time & territory management strategies don’t work.
• How to win the sale by stretching your customer’s comfort zone.
• Why pleasing customers is an ineffective sales strategy.
• Understanding what really motivates your customers: Thinks it’s price? WRONG!
• When consultative selling can backfire on you.
• Why great closers rarely have to ask for the sale.
• And much more.

April 7 Webinar: THE RECESSION STALL, What They’re REALLY Saying–and How You Can Break Through It Date & Time:  Tuesday, April 7, 2009 • 1pm Eastern  (10am Pacific) Speaker:  Paul Cherry • Managing Partner, Performance Based Results

In the past few weeks, how many times have you heard sales prospects say:

• “Our budget’s frozen.”
• “We’re putting off the decision until next quarter.”
• “Go ahead and send us a proposal, but there’s no way we can pay your premium price at this time?”

This is what we call the “RECESSION STALL” — where sales prospects take the easy way out and use tough economic times as an excuse to put off a buying decision.

PROGRAM BENEFITS

Join Paul Cherry on April 7 as he reveals — it’s always about the questions you ask. — By asking the right questions you can help your sales prospects identify their needs and create a sense of urgency to act. Plus…

• Ask powerful probing questions to uncover the real buying motives and hidden agendas.
• Use “lock-on” questions that turn “think-it-overs” into a yes or no response.
• Leverage the customer’s recession fear as the very reason why he must buy from you NOW.
• Gain access to the real decision-makers who can’t afford waiting for the economy to turn around.
• Appeal to customers’ emotions to elicit a call to action using advanced listening techniques.
• Deal with buyers who use the tough economy as an excuse to get you to capitulate on their terms.
• Eliminate price-cutting as a strategy to win the sale. Get more details about this webinar.