Sales Cycle: The Solutions Customers Want to Buy

Module Objectives:

Collaboratively develop a specific course of action to solve customer’s most important problems
Value vs. Risk Analysis, demonstrate how swift agreement serves your customers’ best interests.
Integrate value and benefit to link recommended solutions to specific customer needs.
How to use five objection types to uncover additional needs

Field Work:

Develop a set of risk-benefit questions for three accounts.
Create a list of obstacles and objections that might be raised, and identify specific ways to address each one.
Use these questions and strategies during three customer contacts