Top Down - Bottom Up Selling
Overview | Benefits | Workshop Agenda | Program Details

HOW DO WE WIN? We need NAVIGATION TOOLS that will give us access throughout the entire buying organization.

The current state of the economy has even the most veteran of professionals scratching their heads. What will happen next? When will the Tech Sector come back? How will the war affect our business? We are seeing layoffs happening every month. We are seeing delayed buying decisions. We are seeing customers slashing their budgets - so HOW DO WE WIN IN THESE TURBULANT WATERS?

In today's world, the old way of selling will not work. Today, more than ever, it is critical we find a path to the TOP FLOOR - the floor where all the Executives reside - the floor where all the big decisions get made. It is also critical to pursue the RIGHT OPPORTUNITIES - the ones with maximum return. If we become invaluable to the TOP FLOOR - we win today and tomorrow. How do we reach the TOP FLOOR? What do we talk about? How does our company create a long term trusting relationships - relationships that will endure in hard times and withstand the efforts of the competition. Developing such relationships requires a whole new mind set and a new set of skills. TOP DOWN - BOTTOM UP SELLING teaches those skills.

TOP DOWN - BOTTOM UP SELLING means your are talking to the TOP FLOOR and your are talking about their concerns. It means you have been invited in to participate in THEIR strategy meetings. It means they value you and trust you.

TOP DOWN - BOTTOM UP SELLING means you are talking to EVERY department across the company - every department that the decision will impact. It means you CARE.

PROGRAM OVERVIEW: FITTING THE TRAINING TO THE MISSION!

This workshop experience teaches an analytical SYSTEM. The SYSTEM challenges people to think differently about themselves, their role as sales professionals, their company's role, and how they go after business. They learn that the 'product-vendor' approach does NOT cut it in today's economy. To win big, to become a trusted partner in profit, sales professionals and the selling organization must position themselves as business advisors. AS PARTNERS IN THEIR CUSTOMER'S SUCCESS! They learn this in TOP DOWN - BOTTOM UP SELLING. The process will reveal to you EXACTLY where you should be spending your valuable and limited time and resources.

LEARN

• WHEN to get involved in the decision making process.HOW to analyze the buyers' opportunity.
• HOW to NAVIGATE through the entire organization.
• HOW to position your value and differentiate your company.