Prospecting for Great Customers – Selling the Decision-Makers

PRESENTERS

BILL FARQUHARSON, President, Aspire For

KELLY MALLOZZI, Principal, Success in Print

SUMMARY

When you ask a sales rep, “What are your sales challenges?” you hear responses like, “Everyone buys on price” or “I just don’t know where to find good prospects” or “There is no loyalty anymore.” It doesn’t need to be that way, however, and this presentation is the first step towards a seismic shift away from price-based client and towards one who understands the statement, “A good vendor is as important as a good customer.” Learn how to find  great customers and secure appointments not at the Buyer level but rather with the decision-maker. Stop seeking opportunities to win based on price and instead learn where to look for prospects who buy the best solution. The loyal customers are out there. Come find out where they are!