In this course we reveal the process to make potential buyers describe, in intimate detail, their vision; i.e., what they want, why they want it, how they want to get it, what price they want to pay and who they want to buy from. With this information, you’ll be able to structure a presentation that exactly fits their vision and win them over. We also explore a method to help potential buyers expand and change their minds.

We start with an overview of why prospects and customers can be tougher and more demanding to sell to now, and why they mostly just want to be sure that you understand their situations. This leads us to a reveal-all method of interviewing – how to get potential buyers to open up and tell you what’s motivating them, what they want to accomplish, and what their concerns and fears are. You will learn how to persuade them to be open-minded and explore more options. Your credibility will increase. Finally your prospects will be willing to listen and be open to your suggestions and pricing.

This course will make you more effective at interacting with your potential buyers by helping you quickly eliminate the long, slow death of a sales cycle that produces no business for you.

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.