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Do you have any of these complex sales issues? |
- It's hard not to "cave in" under severe pricing pressures when the end of quarter revenue demands are hanging over our heads.
The majority of proposals focus on the solution and the cost of the solution. The Diagnostic sales training seminars teach how to develop a Diagnostic proposal, which clearly defines the cost of the problem and the financial impact in the absence of your solution. When the cost of the problem is greater than the cost of the solution, pricing pressures and sales cycle times are greatly reduced.
- Executive dialogues represent a small percentage of our sales activity, but are critical to finding and keeping customers.
Sales professionals need sales training seminars that deliver business knowledge and product knowledge, plus the emotional stamina to communicate at all levels within a customer's organization that are impacted by your solutions.
- A strong competitive move we didn't see coming caused us to lose the sale in the 11th hour.
With the skills and knowledge gained at Prime sales training seminars, your sales professionals will not be caught off guard by competitive threats. The Diagnostic process will anticipate and proactively neutralize your competitor's best moves.
- Our sales support team can be a double-edged sword. How can I know when to bring them in and how to make the best use of their knowledge?
Engineers, technicians and specialists have a critical role in diagnosing, designing and delivering complex solutions. Well-planned and executed strategies, learned together at Prime sales training seminars, will maximize the impact of the entire team.
- We seem to be presenting more and closing less, even the ones we thought were in the bag.
A presentation based "solution" approach makes the assumption that the customer understands their problem and can connect your solution to it. The more complex the problem, the more flawed this approach becomes. At Prime sales training seminars you will learn the critical advantage of connecting your unique solution to the customer's problem using the Diagnostic process.
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