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The Buying Group Toolkit

Item #: TSA-004
Availability: In Stock
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Retail: $100.70 Price: $79.95
You Save: $20.75 (20.6%)

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    The Buying Group Toolkit gives access to our complete suite of sales skills training guides that leads you and your salespeople step-by-step through every facet of developing the expertise they need to sell to large accounts and buying groups they require to be successful.

    Here’s What You Get

    The six sales training guides with the concepts taught within each of them that are part of The Buying Group Toolkit include:

    Selling to Buying Groups

    • How to adapt your sales strategies to group decision-making
    • How to tailor your sales message to multiple individuals within a buying group
    • Strategies and techniques to successfully sell to buying groups
    • How to identify and develop a champion within a buying group
    • How to analyze group dynamics
    • How to effectively sell to groups and committees
    • Strategies and techniques to identify and sell to a hidden decision maker
    • How to identify the real decision makers within buying groups
    • How to develop group decisions and arrive at a consensus

    Large Account Sales & Management Strategies

    • Essential strategies for generating, building and monitoring large accounts
    • How to identify, gather and manage large account data and information
    • How to identify basic criteria through gap assessments
    • How to use situational appraisals to identify opportunities and realistic revenue streams
    • How to effectively appraise information to develop better positioning by linking benefits to your offer
    • Specific team-related strategies that allow sales team members to assume responsibility and control over key accounts
    • How to create a comprehensive, formalized account statement
    • Account strategies needed to properly and effectively manage business-related data
    • How to establish and maintain relationships with individual decision-makers

    Diagnosing Customer Needs

    • The three specific types of prospects you will encounter
    • The negative consequences of failing to address the customer’s needs
    • The specific reasons behind your customer’s buyer’s motivation
    • The critical differences between needs and expectations and why they are important
    • Why adequate preparation is essential when identifying your customer’s needs
    • Strategies and techniques to uncover the customer’s points of pain and discontent
    • How to properly probe for your customer’s needs
    • How to identify your customer’s hot buttons
    • How to uncover your customer’s hidden needs and potential opportunities
    • Strategies and techniques to uncover your buyer’s personal needs
    • Whether or not needs are met is measured by your customer’s satisfaction

    Cultivating a Competitive Advantage

    • Strategies to identify your customer needs
    • How to prepare to identify your customer’s needs
    • How to properly probe to identify your customer’s needs
    • How to know if and when your prospect is properly qualified
    • How to effectively use questioning to advance the sale
    • How to use key value indicators and value propositions
    • How to properly differentiate yourself

    Dynamic Sales Communication

    • Six ways effective communication impacts your sales success
    • Why you need to become a professional communicator
    • Why negative communication styles can tarnish your image
    • How to develop positive communication skills and traits
    • How to effectively use your communication skills
    • The causes of communication breakdowns
    • How to create an effective sales letter
    • Why sales presentations must be designed around the close

    Delivering Memorable Sales Presentations

    • How to prepare and use sales proposals as selling tools
    • How to focus your sales message to a particular audience
    • Techniques to increase audience engagement and participation in your sales presentations
    • The effective use of timing within a sales presentation
    • How to instruct your audience what action you want them to take next
    • Techniques to avoid common sales presentation pitfalls and problems

    BONUS: Customer Expectations

    As a bonus when you purchase The Buying Group Toolkit we will include as a FREE Bonus to you an additional training guide: Customer Expectations ($16.95 value) which develops strategies and techniques to identify and define customer expectations. It helps salespeople to clearly define realistic after the sale customer expectations that guarantee customer satisfaction resulting in more sales, fewer problems and increased retention.

    Customer Expectations will teach you or your salespeople:

    • The role of perceptions and expectations in sales
    • How to identify specific customer expectations
    • How to manage specific customer expectations
    • How to meet and exceed customer expectations
    • How to define and deliver value to assure customer satisfaction

    Purchase The Buying Group Toolkit now for $79.95
    and save 20% over our retail price of $100.70!

    You’ll also receive our Free Bonus:
    Innovative & Productive Sales Strategies
    , $16.95 value!

    Order The Buying Group Toolkit – a $117.50 value for only $79.95!

    Order Now!

    About Majorium Business Press

    Majorium Business Press is an independent publisher founded in 2010. It is in the business of helping people to be better at what they do, whether they are employees, managers, trainers, business owners, or consultants. It supplies expertise through its unique professional development library of over 125 books that educate individuals to learn new skills, or enhance existing ones to solve problems and improve their performance, providing flexible materials to use for developing training, discussions, coaching, or to supplement existing training.

    Stay in Touch

    • Majorium Business Press
    • 800-654-4935