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.