Participants will understand the importance of helping the prospect to discover the compelling emotional reason to do business. At the end of the session, participants will be able to:
- Understand why some prospects don’t deserve to become customers
- Explain the 4 buying motives
- Describe the 3 elements of PAIN
- Define PAIN in Sandler terms
This workshop is presented by the Enterprise Center in Johnson County, in partnership with The Coffman Group. For a full list of ECJC workshops on topics like sales, marketing, raising capital, managing your books and building a strong business foundation, click here.
Presenter: Tom Mulligan, Managing Director of The Coffman Group
Tom Mulligan brings to the Coffman Group a record of uninterrupted success in sales and sales training. He is an award winning performer at the fortune 500 level and has helped thousands of small businesses achieve their goals. He understands business owners, because he is one.
Tom’s background in media, advertising and online marketing has taught him the problems small and mid-size businesses face in today’s market. After years of working with more traditional sales models he has come to understand that with changing times, we need changing techniques without jumping on the latest fads or tricks. With Sandler he has found both a proven system and one that is best suited to business in the internet age.
He is known for his unrelenting enthusiasm and energy making him highly sought after to coach organizations looking for immediate improvement. When you are ready for real results, call on Tom and the Coffman Group. You and your business deserve the best.