|
Free Pre Course Assessment
(Please register here
first)
'Customer
Led Selling'
explains how to get concrete, verified, and validated answers to all of the
difficult questions in a way that causes the customer to qualify the
opportunity. By following this process, sales people help customers to sell
themselves on the value of the opportunity and the necessity of action or to
recognise the weakness of the plan and avoid the effort. Customers make
better decisions and sales people concentrate on sales
campaigns that lead to results.
The clear and
specific requirements that emerge from the process enable sales people to
identify or formulate the right solution and present it using the terms and criteria defined
by the customer. Adopting the
'Customer Led Selling' process eliminates the speculation and guesswork
associated with traditional selling styles and empowers sellers and sales
people to use resources more effectively.
Who Should Attend
B2B sales people who are seeking a better way to help
customers succeed benefit most from this course. Those who are frustrated by
lack of buyer co-operation and find themselves forced to guess about
important information will gain a distinct advantage from attending this
course.
Objectives
Gain complete understanding
Get access to the right people
Quantify the value to the customer
Determine how much they will spend
know who will take the critical decisions
Understand how they will decide
Define the right solution
Course Content and Fees Feedback
Pre Course Assessment
Small Groups |
