government Archives - Software Sales Gurus

Why is Consultative Selling Better?

October 20, 2021October 11, 2021

Why is Consultative Selling Better? In a recent Government Software Sales Bootcamp, I put up a slide comparing the traditional selling system with the more modern consultative selling system: Original Selling System Present Handle stalls and objections Close Consultative Selling System Qualify Present Close It was no secret that I’m in favor of the consultative selling system, but I asked the students to discuss why … Read more

Close the Door on the Close

October 18, 2021September 27, 2021

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret. Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut … Read more

Government Sales Bootcamp

April 24, 2019August 14, 2018

$1395 Purchase Tickets Materials Training materials will be supplied on location Attire Business Casual Hotels in Reston SpringHill Suites Herndon Reston Residence Inn Herndon Reston Courtyard Herndon Reston www.sheratonreston.com Directions From the East/Washington: Take the Toll Road (267) West to Exit 14 Hunter Mill Road. After exiting the toll booth, turn left on to Hunter Mill Road, go under the overpass, and take the … Read more

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