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Do you wonder how your sales force can improve its effectiveness - fast? Are you searching for ways to connect the way your sales team sells to the way your customers buy? Mr. Guy Fraser of Miller Heiman will show you how to unearth a customer's key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish. He will provide an overview of tools which can be used to: · View the sale from the customer's perspective · Build credibility · Create collaborative win-win solutions
At the end of the session, you will have a clearer idea about how to pursue sales encounters with more focus and more systematically, as well as gain a clearer perspective on how your business is developing.
Mr. Guy Fraser has over 25 years international B2B sales and marketing management experience in capital equipment and bespoke solutions encompassing Africa, Europe and Asia Pacific. His achievements include creating new businesses in recessionary conditions. He is also an experienced hands-on change and training manager who has rebuilt and cross-trained international teams. Guy has also run his own company and is a regularly published author in the international management press.
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