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Building My Business Webinar - May 17
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When: 4 p.m. Eastern

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May 2012
"Selling With Style"
4 p.m. Eastern, Thursday, May 17

Presented by Larry Breed, president, Precision Hiring & Development

For decades, sales training has focused on generalized principles that supposedly apply to all customers. If the salesperson just says the right words at the right time, people will buy. With today's sophisticated buyers — especially technical buyers — just knowing your products and the prospects' needs are no longer enough. Behavioral science has proven that people are different and buy for different reasons. According to extensive behavioral research by TTI Performance Systems Inc., 32 percent of buyers want to immediately get down to business and 68 percent want to visit before discussing business. Forty-six percent like new, innovative products and 54 percent like proven products. Thirty-two percent like to negotiate and 68 percent do not. If you do not understand these differences and assume that all prospects buy the same way, you could be losing sales without realizing it. In this webinar, you will learn about your natural selling style, four basic buying styles and how to sell more effectively to each one.


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