Esta sesión se centrará en cómo hacer coincidir las necesidades identificadas de sus clientes con la solución adecuada para el cliente. Contar una historia utilizando las características, ventajas y beneficios, además de ayudarlo a comprender la importancia de la venta consultiva
.Al final de esta sesión, comprenderá la importancia y los beneficios de la venta de soluciones.
La sesión se centrará en cómo hacer coincidir las necesidades identificadas por sus clientes con la solución adecuada para el cliente, lo que le dará la confianza necesaria para convertirse en un profesional de ventas consultivo
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"Solution Selling: Creating Buyers in Difficult Selling Markets" by Michael T. Bosworth is a groundbreaking book that has had a significant impact on the field of sales. First published in 1994, it remains a classic in the realm of solution selling, providing a comprehensive framework for sales professionals to navigate complex markets and create meaningful connections with buyers.
"The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell" by Keith M. Eades is a transformative guide that updates and expands upon the principles of solution selling to address the changing landscape of B2B sales. Building on the classic "Solution Selling" methodology, Eades introduces a revised sales process that aligns with the contemporary challenges faced by sales professionals.
"Customer-Centric Selling" by Michael T. Bosworth and John Holland is a comprehensive guide that redefines the traditional sales approach by placing the customer at the centre of the selling process. This influential book provides sales professionals with a strategic framework designed to align with the needs, interests, and preferences of modern buyers. Bosworth and Holland emphasise the importance of understanding the customer's perspective, fostering meaningful relationships, and creating value throughout the sales journey.
During this session you will learn how to build a set of questions to understand your clients needs, learn how to help your clients...
Picking up the phone, whether to talk to a new point of contact in your client organisation, or, contact prospects who have never engaged...
Objection Handling is a fundamental of any sales process. In this session learn and understand the key techniques to help achieve the...
Objetivo: Al final de esta sesión, comprenderá la importancia y los beneficios de la venta de soluciones. La sesión se centrará...
Planning and Research can really help you build your confidence before you approach your client or interact with a prospect for the...
Understand the buying process and what motivates people to buy. This will help you better understand how we engage with clients and...
Are you keen to add new value to your clients? To learn more about how to uncover assumptions to create opportunities? This...
First impressions count, especially when your want to win business. How you come across to your clients for the first time can make...