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"Even though we provide a highly-technical and complex solution, we find our prospects and even our most knowledgeable customers are forcing us to compete as a commodity with severe pricing pressures and relentless negotiating." I keep hearing, "your price is too high."
Develop The Knowledge And Skill To Effectively Negotiate The Complex Sale.
Let's face it, the more complex the situation becomes, the more people try to simplify things and the simplest denominator is price. In negotiating, knowledge is strength. Build a knowledge bridge from your customer's critical issues to the added values of your solution. You'll be able to negotiate with your customer on a financial level that will all but eliminate pricing pressures.
"Customers smile and say all the right things. Then when I try to close the sale, they pull the rug out from under me. I feel used and strung along. But what really hurts is that I should have seen it coming."
Acquire the skill to qualify your customers before valuable time is wasted.
Develop radar-like skills that top sales professionals use to avoid dead-end situations. Know what to ask to determine a customer's sincerity. Discover a system to reach the decision maker from the start every time. Manage the committee decision process. Differentiate between stalling tactics and legitimate concerns or delays. Master the art of resolving conflicting needs and expectations within the customer's organization.
"I know I'm dealing with qualified prospects, but they won't open up and give me the information I need to help them."
Become a Valued Resource and a Trusted Advisor.
Here's the truth: In the minds of customers, salespeople are guilty until proven innocent. Discover the subtle behaviors that may harm your credibility and keep you in the dark. Set yourself apart from the 90% of salespeople who reinforce the negative stereotype. Allow your customer to feel safe. At this sales training seminar you will find out how to establish trusting relationships that will provide an unrestricted flow of vital information.
"All too often, the left hand doesn't know what the right hand is doing in our company. The result is ... blown sales."
Transform Your Internal People Into A Powerful Sales Support Team.
Know how to judge when to bring in sales support people and when not to. Create a "no surprises" internal sales support system that never lets you or your customers down. Empower all your people with big picture thinking and leverage capabilities to the greatest competitive advantage. Discover our innovative system for transforming sales support people into sales builders, instead of unwitting sales killers.
"When a sale is complete, too often I feel like the customer is disappointed with the results. Do they expect too much or is there something wrong with the way I'm handling pre-sale expectations?"
Manage Customer Expectations With Every Sale And Set The Stage For Referrals And Repeat Business.
With unmet expectations, the more complex the sale, the louder the customer screams. This belies the myth that "any sale is a good sale." Prevent the "mutual mystification" that frequently builds expectations that cannot be met and causes misunderstandings that are difficult to forget. You will acquire the skill to differentiate between needs and expectations and how to bring them into sync. The end result is eliminating surprises and disappointment for you and the customer. |
