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

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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