Catalog
You are here: Home // Catalog
Engage Campus - Course Catalog
Sales people who control the funding close more sales.
Learners discover how organizations that make Funding Solution Selling an integral part of the corporate culture gain market dominance: they control the funding.
Instructor: Lynda Jackson
|
| |
| 1 |
The Right Strategy
As you go through this course, remember your own experience with top closers: they control the sale by controlling the funding.
They close more sales – and close them faster – by making it easier for the customer to say, "YES". How? By making funding a natural step in the buying process.
|
| 2 |
Objectives and Expectations
Review the course objectives, what to expect and how to proceed.
Take a thought-provoking introductory exam to see how closely your own techniques are aligned with those presented in the course.
|
| 3 |
Dispelling Myths About Leasing
This Lesson dispels five myths that prevent salespeople from embracing leasing as their greatest closing tool.
|
| 4 |
Closing More Sales
Close more sales with a funding solution!
FACT: Sales people who control the funding close more sales. Learn why!
|
| 5 |
Route to the Money
Unless you are face–to-face (or phone–to-phone) with the financial decision-maker, you are depending on someone else (probably the solution decision-maker) to close your sale.
The route to the money is the route to the close. This is a lesson on mapping the journey.
|
| 6 |
What's in it for the Client?
Leasing makes it easy for companies to focus on the technology solutions; not how to pay for it.
Learn the nine most important reasons why companies lease.
|
| 7 |
Funding Solution Power
Learn additional ways a Funding Solution that is presented always, early and often can make a sales person more successful.
|
| 8 |
Believe!!!
To reach its full potential, Funding Solution Selling must be a strong element of the sales culture.
|
|