ValueSelling Associates Webinar

Closing the gap: Your sales process and their buying process

Gaining Access

Complimentary Webinar
April 3, 2014

9:00 AM - 10:00 AM PDT

There are many challenges facing sales professionals today.  One of the most prevelant is the fact that the buyer's approach has changed.  They are better informed and their expectations of sales professionals have changed.   Often, the sales person is engaged only after the buying process has begun, rather than being involved throughout the process.  Therefore, the sales person must have a complete understanding of the entire process – that which has begun without the sales professional and that which must still be completed to result in a purchase decision.  The sales person who has the ability to assess and understand the prospect’s process will have a much greater chance of synchronizing their selling process to the prospect’s and improving the likelihood of a successful sale.. 
In this complimentary 1-hour webinar, Jim Roche  of ValueSelling Associates,  will discuss the dimensions of prospect qualification and how to build trust and rapport to begin pre-qualifying your prospects.
What you'll learn:
  • The different needs of the buyer and the seller – identifying the gap
  • Identifying and recognizing the buyer’s process  and requirements 
  • Tactics to re-synchronize the  sales process to the buying process 
PJ Nisbet
About Jim Roche
Jim Roche is a Managing Partner of ValueSelling Associates. Jim has over 25 years of direct sales, sales management, and leadership experience with ValueSelling. 
Register now!
About ValueSelling Associates, Inc.
ValueSelling Associates is the creator of the ValueSelling Framework®, the sales methodology preferred by sales executives around the globe. Since 1991, ValueSelling Associates has helped thousands of sales professionals increase their sales productivity. Offering customized training to FORTUNE 1000, mid-sized and start-up companies, ValueSelling Associates’ proprietary sales training tools and consulting services deliver measurable results. Clients turn to the experts at ValueSelling Associates for services that yield immediate impact, repeatable strategies, and sustainable results. Learn more at