Meeting Negotitation Skills

WHAT SALES INFORMATION ARE YOU GAINING FROM THE QUESTIONS? What is the revenue opportunity? What solution are you going to position? What decision making process and who is involved? (Buyers) What are the buying motives – “Hot Buttons” identified to assist... More

WHAT SALES INFORMATION ARE YOU GAINING FROM THE QUESTIONS? What is the revenue opportunity? What solution are you going to position? What decision making process and who is involved? (Buyers) What are the buying motives – “Hot Buttons” identified to assist in closing business? Meeting structure FACTS Who are they using How often Where are they located Type of service How much are they spending? % Local, % National & % International Duration of calls Participants ISSUES Account ManagementWhen did they last hear or see their AM? Price – How much are they spending, per minute? Billing Visibility – Who is doing what, for how long, drop outs etc FIND Facts Issues Needs Desires Questioning NEEDS Once you have identified the facts & issues, their needs are to be matched to what Premiere has to offer. Our applications. DESIRES If you could wave a magic wand, how do you see your company using conferencing to assist with communication in the next 6 – 12 months Sign Post Time/ Length You ask qu Less