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GE Week 2017: The Buyer Seller Dance
November 15, 2017 @ 5:00 pm - 6:00 pm
In the Buyer – Seller relationship, he or she who leads the dance controls the dance ….. how long the dance lasts, where the dance goes, the pace of the dance. Problem is, both Buyer and Seller parties to the dance want to lead the dance and that’s where a pattern of non-productive behaviour emerges. If you’ve ever found yourself spending valuable time with decision makers who hold their cards close to the vest, are guarded about what the share but readily consume all the information and expertise you share with them, mislead you into thinking they’re going to do business with you and then run, hide, disappear and avoid your attempts to follow-up and close, then you have to participate in this session. Learn how to take control of the sales process while giving control to the buyer. Discover the unwritten rules the majority of salespeople follow that get them into trouble and what you can do about it. Leave equipped with actionable strategies and tactics you can immediately apply in your sales conversations to take control and change the Buyer – Seller dynamic to you advantage.
Terry Ledden is Managing Partner of Sandler Training, an international sales performance consulting and training organization with over 350 offices worldwide. Terry is known for significantly improving the long-term job performance, sales production and financial success of ambitious companies and sales professionals both locally and world wide. Having experienced numerous business setbacks in his 26 years as an entrepreneur, he has learned that business setbacks are a gift and a fact of life as an entrepreneur as they build character and drive personal growth.