Solution Based Selling – Sessions & Objectives

#1 “Becoming a Change Agent”

• Customers are not product oriented
• How change impact buying decisions
• Top performers think like customers
• Creating the motivation to change
• Solving problems are the key

#2 “Transference of Belief”

• How buying decisions are made
• Selling from the prospect’s viewpoint
• Enhancing you Belief an using empathy
• Effective pre-call planning
• Successful post-call analysis

#3 “Solidifying the Relationship”

• Quickly gaining trust and confidence
• Making the customer/prospect feel important
• Opening meaningful conversation
• Effectively using compliments
• Show you care by being informed

#4 “Open the Mind & Logically Justify the Decision”

• Showing interest in your customer
• Important areas to question
• Our attitude in the key to successful questioning
• Finding the authority
• Effectively using logic and emotion

#5 “Validating the Value”

• People buy emotionally and justify logically
• Putting logic and emotion into proper balance
• How to artfully direct the prospect’s thinking
• Persuasive communication is benefit oriented
• Customizing your presentation to your prospect

#6 “Effecting Closure”

• Determining the action you seek
• Close when the customer is ready to buy
• Probe to read the prospect’s buying temperature
• Building prospect confidence by seeking opinions
• Techniques for closing

#7 “Meeting and Verifying Roadblocks to Success”

• Professionals don’t quit at the sign of resistance
• How to meet the “no” professionally
• Probing without pressure
• Burying excuses without upsetting the prospect
• Verifying the prospect’s true concern or objection

#8 “Answering Objections”

• When to answer objections
• How to use empathy with objections
• Putting objections in proper perspective
• Reversing the objection
• Successfully answering objections