Originally recorded on November 11, 2011
Anatomy of a Sales Call is perfect training for the new account executive or the seasoned professional who’d like a good review of the fundamentals of an effective sales call. Presenter Jim Elsberry covers the following techniques to you and your staff close more deals.
Learn how to:
- Get inside your client’s head to see what he/she really wants.
- Avoid the mistakes most salespeople make when it’s time to ask for the business.
- Listen for cues that say the client is ready to buy now.
- Answer objections quickly and effectively.
- Close more deals!
Jim Elsberry is a recognized industry speaker on management, marketing, advertising and sales training and has addressed groups in 20 states ranging from private enterprises and state press associations, to regional newspaper groups. He has held top management positions with newspapers in five states as well as being Vice President and group manager for Southern Newspapers based out of Houston, TX. From 1997 until 2006 he was the publisher of the Greeley, Colorado, Tribune and Regional Manager for the Northern Colorado Communications Group. Upon leaving the Tribune he accepted the position of Executive Professor for the Monfort College of Business at the University of Northern Colorado and began working as a business speaker and consultant; growth coach and author.