I know you have a sales process, but so does your prospect; in fact their buying process is probably better than yours. This leads to long selling cycles and you doing “unpaid consulting”. Result- you don’t get the deal, or it takes too long to close the deal. You need a process that works, and one that keeps the prospect comfortable and not feeling they’re being sold. You will learn how to set the stage for the first call, how to create boundaries, what questions to ask and how to leave every meeting with a good mutual reason to continue or not.

In this session we will discuss how one gains mutual trust. People buy from those they like, trust and offer the best solution – right? How come then, most business development people do not understand how to gain trust? Reason being, they think about their features and benefits, selling points, how to influence the buy decision and other methods that are worn out or simply don’t work. To be successful selling a high ticket item you need to discover not only the pain points, but reasons and impact of those pain points not being realized. The skill of listening and questioning are all important, and one more on listening than asking the questions. The quote or proposal is only discussed after understanding these points, the investment needed to be made and the decision process is discussed. Handouts and role-play practice will be a big part. Bring an open mind and be willing to change.

Jim Dunn helps business leaders build sales organizations that create predictable, profitable growth. For more than 30 years, he has partnered with CEOs, owners, sales leaders, and sales teams to improve sales performance through leadership development, coaching, accountability, and the proven Sandler methodology. Known for his practical, candid approach and his philosophy of “Finding Power in Reinforcement,” Jim helps organizations create lasting behavioral change that translates into stronger revenue and healthier cultures. Drawing on more than a decade of experience in competitive healthcare sales before launching the first Sandler franchise in the Carolinas in 1992, Jim brings real-world perspective to every client engagement. Whether facilitating executive strategy sessions, coaching sales leaders, or developing high-performing sales teams, his focus remains the same: helping organizations build the habits, systems, and accountability that drive sustainable business growth.