Sales Training Courses at the '101' Level
Often Fall Short

They won’t work if you’re people need to know

How To Make
the Major Account Sale!

Sales training courses typically follow the traditional A-I-D-A roadmap, teaching salespeople the '101' sales process.

Major Accounts, however, are more complex.

The simple process won't work. If your people are dealing with multiple decision-makers, your people will need a strategic process in order to make the major account sale.

'101' Selling looks like this:

• How to Open the process to get Attention
• How to Ask questions to develop Interest
• How to Present in order to build Desire
• How to Close the sale and move the prospect to Action.

Nothing wrong with that, except: It won't work in the Major Account Sale!

What happens when there are multiple buyers? What if one of them is an external buyer, i.e., an agency or consultant?

This is a fast-paced, high-energy, content-filled half-day (3-hour) program for salespeople dealing with multiple buyers or buying influences. The full-day program (6-hours) contains audience 'round-table' workshops and greater 'brainstorming' participation.

This is the roadmap to the 'complex' sale.

James Lorenzen has sold to the Fortune 500, as well as the 'mom & pop' business owner. But, he's the first to tell you he hasn't 'reinvented the wheel'.

During his career he's learned from the executives he's worked with, read hundreds of books, and interviewed hundreds of superstar sales professionals from many different industries. This program grew out of those lessons and experiences, as well as his own 30+ years selling advertising, financial services, and management consulting internationally.

This will be a highly thought-provoking event. During this content-filled program, James Lorenzen shares the information he's accumulated over 30+ years on how to strategize, penetrate, and make the major account sale!

What Your Attendees Will Learn:

• How to identify buyers and their agendas
• How to identify opportunity gaps
• How trained buyers use 11 different tactics to lower your price
• How to create leverage for your sale
• How to prospects to sell YOU on buying!
• How to get the prospect to write the proposal - then buy it!
• How to get your proposal into the 'finals' every time!

Who Should Attend?

All levels of sales management and anyone who has major account development responsibility.

Note: If your people are selling direct to the buyer - no purchasing agents, no committees, no multiple decision-makers - you might want to review James Lorenzen's In-Synch Selling program.

Tell us about your next meeting! If you have any questions, feel free to Contact Us or give us a call at 805.254.5418.