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INFLUENCING THE DECISION™
Sales Is a Hurt-Fix Process. Customers will make decisions based on eliminating problems, i.e., their "Hurts." Learn how to discover, qualify, and amplify your customer's Hurt to influence their decision to acquire your solution. Also how to assist in customer's rationalization of their decision... |
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INTERGENERATIONAL INFLUENCING
Your message must be heard. Several generations are re-shaping the way business is and will be conducted globally, yet the way in which they communicate tend to be very different. Learn how to bridge "the Gap" for greater effectiveness messaging internally, and externally to customers... |
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C.O.F. VALUE PROPOSITION PROCESS ®
Develop and Message Your Value to Each Customer. C.O.F. is essential to building a compelling business case for your customers in order to gain the proper leverage needed to influence them to buy your solutions at your price. C.O.F. is part of TIGI's New Adaptive Selling (NAS) Program. |
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SELLING ECONOMIC VALUE
To Grow Revenues and Margins., You Must Sell Value. Because of cost pressures faced by your customers , to compete and win requires the ability to actively sell the value of your solutions. This TIGI program will assess your team's value-selling cpability, their market challenge to sell value, and customize the SEV Program. |
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THE TERRAIN ®
In a time of such economic uncertainty, the inherent financial strains of your industry are magnified. As a vendor to those customers, your hurdles have become even more difficult to overcome. The Terrain® will indicate the issues of the customers. |
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T-CASE ® TRAINING METHOD
In contrast to most business schools and sales training, the T-Case® (training case) is not a contrived pre-written document. Instead, we utilize one of your current account scenarios as the context to apply the your newly trained skills and abilities. |
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MAKING RAINMAKERS
Consistent High Performers. The people that take your business over-the-top. Learn what makes them, what distinguishes them from others and what can you expect from them. Most importantly, TIGI will help you create RainMakers from within, and assist in the selection and development of RainMakers from outside sources |
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