Overview

This sales training course takes experienced sales professionals beyond the basics of feature-benefit product selling and transitions them to helping their customers make solution-based buying decisions. The concentration is on changing the sales mindset to selling solutions that meet customer business needs the Sales Rep has uncovered throughout the sales process.

Participants will recommend solutions based on the customer's business problems, their role in the decision making process as well as their position in the Client Buying Process. This interactive course emphasizes a set of proven selling techniques to move a prospect effectively through the complete sales process from unawareness of a need to closing the sale.

Objective

Change the mindset from one of selling products to selling solutions that address customers' business challenges and goals at multiple levels of the organization.

Benefits

• Execute a consistent selling process increasing sales efficiency and accelerating close of sales
• Create high impact value propositions to gain access to the right decision makers
• Uncover business needs, financial impacts and decision making process through effective questioning to financially justify the right solution recommendation
• Move from selling products to selling solutions to customers' won business challenges and goals
  

Additional Information

• Contact us at sales@klagroup.com