Is your selling strategy "Quote and Hope"?
Are you a business owner or executive concerned you or your sales team might be spending too much time with unqualified buyers?
“Buyers buy for their reasons, not necessarily the salesperson’s reasons. Many salespeople and business developers tend to “tell” all they know when given the opportunity to introduce themselves to a prospective client, a referral or a person they meet at a networking event. The urge to share their expertise in order to “impress” the prospect is most natural for them and in most cases is ineffective.
During this interactive session, you will learn how to define a buyer’s needs, wants, challenges and/or problems, or what Sandler calls “pain.” You will understand how to engage in a conversation that focuses on the prospect and dramatically increase the likelihood of positioning yourself as an Advisor to new prospects early in the process resulting in more successful outcomes.”