1. In this video the initial stages in gaining the attention of the prospect, along with gauging the personality-style of the prospect is explained.
2. In this video, the identification of the prospect needs, using the SPIN methodology is outlined.
3. In this video, the importance of presenting benefits, not product/solution features to the prospect is discussed.
4. This video deals with the preferred method of closing a deal.
5. Aspects of verbal and non-verbal communication is mentioned in this video.
Key Account Management