How to Develop, Spot, and Leverage Buying Triggers
What you'll learn
- Discover the 4 buying Triggers.
- Explore how to use Buying Triggers to win prospects over.
- Identify how to get a prospect to tell you his or her buying triggers.
- Explore ways to know within seconds that the prospect is serious or not about buying.
Requirements
- No Advanced Preparation or Prerequisites are needed for this course.
Description
The best salespeople in the world are masters at something very important: persuading people to buy. They develop, spot and leverage ‘buying triggers’.
Buying triggers are the things that define why a customer buys anything, why the customer buys from you, and why the customer buys from someone else. When you have this level of insight into prospects you can win them over by knowing what to present and how to present your solution. You can qualify real interest - or not - faster, and you can build a healthier sales pipeline.
In this course, master sales trainer Sam Manfer gives you the keys to unlock the secrets of buying triggers and use them to greater sales success. Knowing and using Buying Triggers will put the joy back into prospecting and selling because you’ll be more successful. You’ll approach your marketplace with new energy and eagerness that will help you control rejections and make better connections.
This course is brought to you by Illumeo. Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job. Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination. Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
Who this course is for:
- Anyone interested in Business Management skills or related fields.
Instructors
- 4.1 Instructor Rating
- 23,760 Reviews
- 74,320 Students
- 323 Courses
Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.
Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.
Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
- 4.5 Instructor Rating
- 1 Review
- 42 Students
- 2 Courses
Since 1995 Sam Manfer has been training tens of thousands of sales people and sales managers and consulting in various industries all over the world. His client list is a Who’s Who of Fortune 500 and smaller companies.
Sam Manfer conducts customized seminars in all aspects of selling and is the leading expert in selling to executives and c-level relationships selling.
His processes for Prospecting, Networking, Sales Call Effectiveness, Strategic Selling, Large Account Management, Consultative Selling and Relationship Management are installed in thousands of companies that retain him to refresh and upgrade their sales people and managers.
Through his sales processes, Sam and his staff have turned mediocre sales people into over-achievers.
Sam is an expert sales person and he uses his personal experiences along with humor and stories to show sales people how to develop and leverage high-level relationships and how to implement his sales strategies, tactics and techniques.
As a keynote speaker and seminar leader, Sam has addressed thousands of experienced sales people and senior managers in hundreds of sales meetings all over the world. Sam develops and delivers his own materials and integrates them into Sales Mastery.
Sam has also been a consultant, seminar leader, and sales rep for Miller Heiman, Wilson Learning and other sales/leadership-training companies.
He has been awarded:
- Presidents Club from Miller Heiman,
- Triple Threat Performance Award from British Petroleum,
- Outstanding Employee Award from Fisher-Price Toys.
Sam’s prior experiences include:
- President of ATP Corp.,
- President of Advantek,
- VP Sales and Marketing for Gemcor,
- Business Development Manager for British Petroleum,
- Planning Manager for Fisher Price Toys,
- Started and ran his own manufacturer’s rep firm in New York State,
- Created and managed a North American master-distributor business for automation robots.
Licenses and Certifications
- Certified Speaking Professional (CSP). the highest earned designation given to a member of the National Speakers Association
- Registered Professional Engineer (PE) in New York State
Education
- BS Degree in Civil Engineering from SUNY,Buffalo
- MBA in Marking and Operations Research from SUNY,Buffalo.