Selling to Your Customer’s Agenda
presented by Gil Cargill

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All of your contacts, and their employers, have agendas. Similarly, you have an agenda, as does your employer. If you fail to identify the various agendas, you will probably lose the sale. If the various agendas do not complement each other, you will probably lose the sale. On the contrary, the quicker you identify everyone’s agenda, your chances of winning the sale significantly increase.

In this presentation, you will learn how to:

• Understand the customer's agenda quickly
• Align with the customer's agenda
• Determine when to disqualify an opportunity and move on to another one
• Shorten your sales cycle
• Use agenda-based selling to improve your top and bottom lines