Brent Finnamore

The 3-GATES Selling System Brent Finnamore

Working with thousands of top producers, Brent has captured the very best sales practices, strategies and techniques and wove them together into one seamless, practical, reproducible methodology. The 3-GATES Selling System is essential reading for B2B sales professionals, managers and executives. Before they will buy your solution, Prospects must make three decisions; each decision is a gate in your selling process and in their buying process. The 3 gates are the three sequential challenges you must overcome with the Prospect's Buying Center - the influential team within the Prospect organization that controls the buying decision. Gate 1 - "Why do anything at all? Why not do nothing?" Each member of the Buying Center must firmly decide that they have a profit-inhibiting problem worth fixing or an opportunity worth funding. Gate 2 - "Why this?" and "Why you?" Once they have decided to act, they must decide that your proposed solution is superior and that your firm is the best possible choice. Gate 3 - "Why now? Why not wait?" Once they have decided to buy your solution, from you, they must be convinced that waiting is more expensive than acting now. Each of these three sequential gates requires a different set of tools and skills in order to move the Prospect through their buying process and close the premium-priced deal. In this game-changing book Brent Finnamore leverages his 25 years' experience in selling and in training and coaching sales professionals and executives around the globe to bring you the definitive formula that cracks the code for winning large, premium-priced deals.