Grow Sales 20 to 30% * Atlanta Based * Custom OnSite Sales Training * Outside Sales & Inside Sales

Knowing the Difference Between a Problem and a Cost and Why it's So Vitally Important to Selling Anything to Anyone

Knowing the Difference Between a Problem and a Cost and Why it's So Vitally Important to Selling Anything to Anyone


Having identified that the prospect has a problem is only the beginning.  Salespeople need to truly understand the difference between a problem and the cost of a problem before they can base their sales process on the solving of a customer problem.  Because the problem warrants the business spending money on fixing it when--and only when--that problem has sufficient COST associated with it.  Not pain, or personal inconvenience, but real, actual, dollars being wasted as a result allowing the problem to continue. 

In this course 
You will develop strategies for mapping the costs of the problem and all its relevant characteristics and establishing a foundation upon which to justify your solutions purchase. 

Reading: Problems!
Chapters 1-2
Make It Yours! Exercises
Asset. CLIENT Impact Review   
Asset. The Crisis Situation   
Duration
45-90 minutes