Virtual Instructor-Led Training Series
Sales Strategies for 3PLs: How to Incorporate a Buyers-Based Sales Strategy into your 3PL.
Is your Sales Team still using features- and benefits-based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today’s 3PL marketplace. This seminar uses research that teaches how a shipper buys 3PL services, what process they expect from a professional salesperson, and how to incorporate a question-based sales approach over the phone.
July 7, 8, & 14 │ 2:00 - 4:00 PM EST each day
Presented by Jim Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University.