Attending this Program will help you get closer to achieving this Skill badge.
PROGRAM DESCRIPTION
Join Sales Assembly and Anita Nielsen, President and Owner of LDK Advisory Services, as we hone into Deal Management as a skill. Ever got on a customer call, jotted some notes of keywords your customer said, and then stared into the abyss not knowing what to do? This course will dive into a three-part structure to best set yourself to lead a discovery call that provides quantifiable outcomes.
PROGRAM TAKEAWAYS
- Ask high-impact, probing questions that uncover the buyer’s emotions, pain points, and motivations for change. Utilize phrases like “describe,” “give me an example,” etc., to go beyond surface-level responses.
- Thoroughly prepare for client meetings by researching the buyer’s company/industry, developing a call plan, and using the “triple think” approach to align on what information to convey, what action to seek, and what emotions to evoke.
- Practice active listening by avoiding the urge to formulate responses prematurely. Summarize and confirm your understanding of what the buyer is saying to make them feel genuinely heard and build trust
GENERAL PROGRAM INFO
This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.
*Certification Programs do not have an enforced order or limit on timeframe for completion.
ADDITIONAL INFO TO KNOW
This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.
All registrants of this program comply with our Terms and Conditions.