Sandler Enterprise Selling (Pb) -- David H. Mattson

<p>The comprehensive 6-stage selling program from Sandler Training--</b></p><p>"Top 20 Sales Training Company" by <i>Selling Power</i> Magazine<p></p></b></p><p>Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.<p></p></p> <p> </p></p><p>You start with <i>Sandler Enterprise Selling</i>. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program's powerful six stages will guide you to: <p></p></p> <p> </p></p><p>1. Set a baseline for success</b> for each territory and account<p></p></p><p>2. Identify opportunities</b> with the highest probability of success<p></p></p><p>3. Engage with buyers</b> to qualify enterprise opportunities<p></p></p><p>4. Craft solutions</b> that directly address your client's needs<p></p></p><p>5. Propose </b> your solution and achieve advancement<p></p></p><p>6. Serve and satisfy your client, </b> earning the right to grow the business<p></p></p> <p> </p></p><p>Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techn