Gaining More Control of the Sales Process

EMDA is a member of the Association Education Alliance (AEA), a collective of 40+ wholesalers,  distributors, and trade associations. The AEA sponsored UID Year Round program hopes to promote learning throughout the year expanding on some of the topics offered at UID.  

Presenter: Jim Pancero, CSP, CPAE

Help your team gain more control (and consistency) to their selling structures and processes. You will learn the critical importance of the selling control gained when your team follows the steps of a sales call. We will also discuss how the detailed eight steps of the distribution “Identify to Close” selling process can help your team think and plan more moves ahead than your competitors.

Learning Objectives:

• Learn how to use the provided sales tools and structures to help your sales reps gain more control (and success) over their competitive selling processes
• Learn the consequences of not understanding (or following) the steps of a sales call
• Learn the detailed action steps that will improve the selling outcomes from each of the eight steps in the “Identify to close” multiple-stepped selling process