For businesses looking to sell a new or complex product, a “Challenger Sales Approach” is most effective. Anytime you are changing or disrupting the way an organization needs to do their business, you will need to challenge your buyer to not take industry conditions as a given. But this can be an uncomfortable sales technique for founders who often gravitate to a relationship-based approach – and as a result, many entrepreneurial companies struggle with this.
THIS IS A HYBRID EVENT.
Join us at SPARK Central Innovation Center at 11:45 to get checked in and grab some lunch on us before the program begins at noon, or join us virtually at noon, whichever works best for you!
Led by Ted Dacko, a successful serial entrepreneur with decades of experience engaging customers and leading teams in the sales of novel and complex solutions, this interactive session will explore the core principles of challenger sales – including:
- Buyers do not really like change and they hate risk. How do you deal with this?
- Learn how to lead a potential buyer into using your buying criteria versus someone else’s.
- Tailor your verbal and written communications to your customer’s needs and potential objections.
- Control the decision criteria, buying process, and critical issues that will improve your win rate.
With a Challenger approach, you can eliminate many of the frustrations and wasted time associated with the sales process – and level the playing field with your buyer. Don’t miss this unique opportunity designed to help entrepreneurial founders and business owners succeed.
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