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More often than not a sale is won or lost on a sales person’s ability to form a credible relationship with a prospective buyer. Unfortunately, many salespeople start selling the virtues of their products and services long before they understand the needs of the buyer, putting them at a disadvantage from the start.
The half-day workshop will give salespeople the confidence to carry on a credible business conversation, uncover key issues and respond without the need for an encyclopedia of product knowledge.
Agenda
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- Create a snapshot of the target customer’s business to help the sales team adopt a buyer mentality instead of a product mentality
- Create conversational questions to uncover challenges at both the organizational and operational levels and increase the confidence of salespeople when speaking with executives or managers.
- Define a simple differentiation theme and logical proof points to help the sales team distinguish your offerings from the competition throughout the sales cycle
- Create neutralizing responses to common objections so the sales team can respond with confidence
- Create talking points to serve as conversation starters that will establish sales credibility early in the sales cycle
- Role play scenarios to accelerate the adoption of newly learned skills
Who Should Attend?
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- Sales
- Sales Management
- Business Development
- Sales Engineers
Cancellation Policy
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