Selling to Prime Buyers

More business with those who can give a faster and bigger yes

Every organization in your market has Prime Buyers. They are the ones with the power and authority to instantly say "yes". Prime Buyers make purchases to advance specific strategic agendas and create rapid results. And when Prime Buyers achieve their goals, they don't keep it a secret. They assertively refer "their" vendor partners to peers as a reflection of their own individual effectiveness. That could be you.

The core of Selling to Prime Buyers is about showing you how to uncover and align with their agendas. You will learn to identify them not by their title, but by what they are responsible for achieving. You will approach and relate to Prime Buyers as a vendor partner who communicates strategically, not transactionally. This disciplined process will ultimately earn you the faster, more frequent and bigger yes only a Prime Buyer can give a salesperson.

Selling to Prime Buyers will deconstruct for you the Prime Buyer mindset. In one action-packed, example-filled training day, you will discover how to…

• Identify prospects with Prime Buyer potential for your product or service
• Use TITO™ research (Trends, Issues, Threats and Opportunities) as a hook for securing appointments and establishing credibility
• Position yourself as an industry expert
• Navigate the Prime Buyer's "entourage" of screeners and key influencers
• Speak in the language of Strategic Value versus the langage of Transaction
• Build trust through insightful questioning
• Operate at the speed of decisiveness
• Boost your confidence for going after bigger opportunities

Selling to Prime Buyers will shorten your sales cycle, make your deal size larger, increase your closing ratio, and generate higher-level referrals. You will not only financially make your year through Selling to Prime Buyers, you will experience a dramatically higher level of satisfaction in your work.