IMAPAC SALES MANUALTable of Contents ▼IMAPAC SALES MANUALTable of Contents ▼Table of ContentsIntroductionThe buying cycle & IMAPAC's sales cycleThe power of conferences Building market knowledge – know your profilesQualifying your prospectsThe SPIN ModelUsing SPIN to investigate customer needsPresenting a benefit-focused solutionWorking with decision making unitsWriting powerful proposalsResolving concerns and handling objectionsBest practice negotiation Summary and overview – understanding your opportunities13 Things that effective sales people do consistentlyTime management for sales peopleUsing IMAPAC's sales tools