When selling to organizations, it is critically important to utilize a methodology that can break down common barriers that sales people often face. By entering the organization at the correct level and following a few simple rules, you can significantly increase your chances of success.
In this module you will learn:
- The importance of reconnaissance to learn about the organizational structure before establishing contact.
- How to identify the person with whom you should establish initial contact.
- How to move the sales cycle along and improve your chances of scheduling an initial face-to-face meeting.
- How to sell your products or services to other departments within the same organization.
| Lesson Duration: | Approximately 30 minutes. Note: If you don't complete this module you may resume or restart it at a later date. |
| Intended Audience: | Aimed at sales people who sell business-to-business. Generally geared toward selling into larger organizations with multiple levels of management. |
To learn more about this module you can play the following audio file.
