Transitions to Buy Now

Understanding the Buyer’s Plan

• Participants will understand the buyer decision process, and why buyers behave as they do.

Leadership: Have a Positive Influence

• Participants will understand the importance of establishing positive customer-centric leadership to help people accomplish their goals.
• Participants will understand the importance of taking responsibility for their actions in the market.

Selling Cycle Overview

• Participants will know where in the process we can go off track and compromise the closing ratio.

Transition Structure

• Participants will know the most effective strategy for establishing or re-establishing leadership in transitions.

Transition: Introduction to Consultation

• Participants will understand the importance of building a strong foundation to the sales process.
• Participants with know the best strategy for overcoming the most common stalls from the Introduction to the Consultation.

Transition: Presentation to Demonstration

• Participants will be able to quantify how strategic effort makes a financial impact for the company and themselves.

Transition: Demonstration to the BAV (Build Added Value) and Information Review

• Participants will understand the importance of the BAV and know how to effectively maintain leadership in the transition to the BAV.

Transition: Information Review to Terms to Own

• Participants will know the steps to transition the customer to the Terms to Own.