Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
Tony Alessandra
 

Collaborative Selling: How to Gain the Competitive Advantage in Selling

Selling today requires creating long-term customers rather than one-shot sales. It has evolved from a transaction mentality to building relationships; from persuading and telling to problem-solving and helping; from low-price selling to value-added selling. In this dynamic program, Tony shows audiences how to move beyond traditional selling to Collaborative Selling by practicing the key skills that turn the customer's perception of the salesperson from a peddler to a solution consultant.
 

    Formats
  • Keynote/General Session -- 45-90 minutes
  • Workshop/seminar -- 2-6 hours
    Alternate Titles
  • Non-Manipulative Selling
  • How to Gain the Competitive Advantage in Selling

    KEYNOTE SPEECH/PRINCIPAL POINTS
  • Collaborative salespeople focus more on studying customer needs and assuring customer satisfaction

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  • Prescription before diagnosis... is malpractice

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  • People don't buy because they're made to understand--they buy because they feel understood

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  • Professionals are defined not by the business they're in, but by the way they're in business

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  • When two people want to do business together, they won't let the details stand in the way

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  • The sale begins when the customer says... Yes

    THE WORKSHOP (adds depth in all areas, plus:)
  • Targeting Your Best Niche Markets

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  • Contacting Prospects in person, by email/letter or by telephone
     
  • Information-Gathering Skills

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  • Collaborating Solutions with Customers

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  • Confirming the Sale

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  • Assuring Customer Satisfaction

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  • Individual and small group exercises

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  • Workbook materials

    PARTICIPANTS LEARN (depending on length of program)
  • The Six Steps of Collaborative Selling

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  • Avoiding Sales Slumps

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  • Outgoing Prospecting and Incoming Prospecting

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  • The Competitive Advantage Statement

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  • Summarizing and Prioritizing Needs

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  • Knowing Your Competitive Advantages

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  • Addressing Prospect Concerns

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  • Utilizing the Stairs of Customer Loyalty

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  • Building Customer Intimacy

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  • Conducting an Annual Customer Review

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  • Keep in Touch Techniques with Customers

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  • Penetrating Current Accounts

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  • Seeking Referrals

    > Click here to download this information as a pdf file
    > Click here to book Tony and bring this presentation to your group

 

 

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I thoroughly enjoyed your speech and found many new, useful ideas to use immediately in my business... That's a great presentation. Thanks!
--Rose Clayton
I wanted to pass along my personal thanks to you for speaking at our annual Program Manager's conference. All of the feedback that I received, both in person, as well as in writing, was overwhelmingly positive, and your talk was a big part of that! Thanks again, and I hope that we'll see you at a future Harris event.
--Amos Morse
Thank you for the kind words. Your presentation was the best of all outside presentations - everyone thought you were great! I look forward to the opportunity to put you in front of other clients of ours in the future.
--Jay
Tony's presentation had real impact. The points he made were not only relevant to our audience, they were delivered in a way to make them memorable and fun. It was great to have such an important topic delivered with punch as well as humor. His anecdotes were fabulous. Ask him about the pots and pans.
--Corrine Smith
Thanks so much for your presentation at NSA San Diego last week. It was the best combination of practical tips and inspiration that I have seen at an NSA meeting ever! Thanks again for your powerful message and willingness to spend so much time with those of us starting out.
--Jim Cartmill