snow, meryl - 6 challenges salespeople face in 2019 - nace.net · 2019 nace experience conference...

2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

6 Challenges Salespeople Face in 2019 & How to Solve Them

Meryl Snow

Speaker . Consultant . Sales Trainer

SnowStorm Solutions

MerylSnow.com

Meryl@MerylSnow.com

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

Agenda

In today’s session, we will discuss:• It’s crucial that companies and salespeople

learn how to adapt to new buyer behaviors so that they can navigate through the sales process and close more events.

Learning Objectives

During this session, attendees will learn to:

• Create a targeted prospecting strategy and qualifying approach

• Negotiate higher prices

• Build effective team selling

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

The Power of Perception:

We select the information we want to see and start thinking that this is the only way things are.

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

When given a choice…

You don’t know you’re making

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

Targeted Prospecting Strategy

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

Qualifying Approach

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

Negotiate Higher Prices

Build Effective Team Selling

Strategy Roleplay

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2019 NACE Experience Conference July 14‐17, 2019

www.nace.net #NACEEXP19

Q&AContinue the conversation!

Follow @NACENational, use hashtag #NACEEXP19

www.nace.net

Thank you for attending!

Please complete the session survey,

we greatly value your feedback.

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