Much of today’s sales training focuses on why clients buy. But not a lot of time is spent on how they buy. In this insightful session, Peter Shafer will help you understand that:

• There are more people than ever involved in your clients’ “buying process” – even with existing buyers/clients. 
• Buyers are prepared for a slick sales approach… they know how to counter the tools and techniques of your sales training – they have good defensive plays for your good offensive plays.
• Most buyers will share the minimal amount of information with you – so you need to be prepared to ask more questions.

Your Guest Presenter: Peter Shafer is the President of RSSL Advisory, a marketing and revenue growth consultancy. His clients are small-to-mid-sized global businesses that seek to grow revenues and profits rapidly and create more persuasive sales stories. Peter’s experience includes business development and marketing roles at The Gallup Poll, The Harris Poll, Toluna, and the Brunswick Group. He also served as CEO of KRC Research. Peter has authored two books on measurement and benchmarking, is published in several national periodicals, and is a frequent speaker at conferences. More information: https://www.rssladvisory.com/