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The Sales Conversation Part Three – Controlling the Customer Interaction

Instructor(s): Kevin Hallinan – WINNING, Inc.
Track: Sales - Marketing
Session ID: SM-008
Location: C142

Description: It is inherent in the psychology of selling that a buyer loves to buy but hates being sold; they want to be in control! Yet, to maximize the sale (for mutual benefit) the seller must be in control. In this workshop you will learn how to navigate the difficult relationship between buyer and seller.

Top Take-aways: Learn how to create comfortable control, develop the discipline to ask questions and be quiet, and to guide the buyer to the outcomes you want.
Who should attend: Sales professionals looking to better understand the sales process and their clients.

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