Sales Strategies for 3PLS

Is your Sales Team still using features and benefits based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today's 3PL marketplace. This seminar uses research that teaches how a shipper buys 3PL services, what process they expect from a professional salesperson, and how to incorporate a question-based sales approach over the phone.
When
7/13/2021 - 7/22/2021

Program


Date Not Specified

 
Is your Sales Team still using features and a benefits-based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today's 3PL marketplace. This seminar uses research that teaches " How a shipper buys 3PL services " What process shippers expect from a professional salesperson " How to incorporate a question-based sales approach over the phone The virtual instructor-led training is presented by Jim Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, and the creator of TIA's Partnership Selling in the Supply Chain online course. Dates: July 13, 15, 20, and 22
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