3 CATEGORIES OF BUYERS
Have you considered how your system of ranking prospective buyers could be affecting your sales performance? As Jason explains in his recent video blog post for B2B News Network, the first step to being able to apply the right strategy to the right buyer is understanding where that prospect is in the buying process. Read an excerpt below:
“What’s interesting is that every buyer who you talk to, every prospect who you talk to, they are in a different category of the buying process. And so what we need to do is we need to make sure that we understand the category they come in at so that we can apply the appropriate strategy.”
Click here to watch Jason explain his four-step process for getting those categories right and closing the sale. The simple concepts and straightforward approach that Jason discusses will revolutionize your selling process by empowering you to give the right message to the right buyer—every time.
Here’s to earning what you’re worth!
JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.
FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.