snow, meryl - 6 challenges salespeople face in 2019 - nace.net · 2019 nace experience conference...
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
6 Challenges Salespeople Face in 2019 & How to Solve Them
Meryl Snow
Speaker . Consultant . Sales Trainer
SnowStorm Solutions
MerylSnow.com
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
Agenda
In today’s session, we will discuss:• It’s crucial that companies and salespeople
learn how to adapt to new buyer behaviors so that they can navigate through the sales process and close more events.
Learning Objectives
During this session, attendees will learn to:
• Create a targeted prospecting strategy and qualifying approach
• Negotiate higher prices
• Build effective team selling
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
The Power of Perception:
We select the information we want to see and start thinking that this is the only way things are.
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
When given a choice…
You don’t know you’re making
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
Targeted Prospecting Strategy
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
Qualifying Approach
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
Negotiate Higher Prices
Build Effective Team Selling
Strategy Roleplay
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2019 NACE Experience Conference July 14‐17, 2019
www.nace.net #NACEEXP19
Q&AContinue the conversation!
Follow @NACENational, use hashtag #NACEEXP19
www.nace.net
Thank you for attending!
Please complete the session survey,
we greatly value your feedback.
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