Customers are becoming more demanding and are looking for alternative options when choosing a vendor. They want to understand the value, maximize their investment, and reduce the potential risk with every decision. Salespeople today need to go beyond the vendor/supplier mentality and begin to position themselves as a partner and an extension of their customers business. Focus on the customer winning because if they win, so do you.
Objectives
- Understand the motivation behind every buying decision
- Control every sales call from start to finish
- Create solutions rather than push product
- Ask the right questions to qualify an account
- Manage their time more effectively
- Establish Value at the decision maker level
- Ask questions to make it more about the customer and less about you
- Learn how to overcome objections
- Recognize when to close and when to regain control of the process