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

How To Find The Right Problems And Make It Easy For Your Prospect To Spend Money To Solve Them

How To Find The Right Problems And Make It Easy For Your Prospect To Spend Money To Solve Them


CLIENT™ Impact is about answering the question: What is the cost of the problem which your solution removes? Having a problem is not enough; being able to establish that your solution will remove enough cost in hard dollars, soft dollars, in efficiency, productivity, safety and however else the customer measures it is essential to being able to demonstrate the value of your solution. Salespeople will address the answer to these and other aspects of problem-cost identification and articulation within the context of the CLIENT™ Index and using application of the LANC™ solution. 

The Following Courses will be Covered in this ONSITE Session:

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

What is the difference between a problem and a cost?  Much is made of finding problems in sales situations--even 'pain'--but problems and pain are economically MEANINGLESS without the context of cost.  In this course you will develop strategies for mapping the costs of the problem and all its relevant characteristics as well as establishing a foundation upon which to justify your solutions purchase...read more 

How to Ensure Your Sale is Founded on the Sure Thing of a Positive Return on Investment

Businesses justify change based upon the return on investment that the change will bring to them.  Being able to establish that your solution will remove enough cost, in hard dollars, soft dollars, in efficiency, productivity, safety, morale and however else your customer measures it, is essential to being able to demonstrate the value of your solution and therefore to justify it being purchased...read more

How to Make Clear to your Prospect that the Budget is Irrelevant

Losing sales because there is no budget for them is illogical.  If you have established sufficient cost for the problem, the budget already exists in the monies the prospect is wasting maintaining their current, less efficient business model.  This course will deal with providing tools and ability to convey to the prospect the value of your solution in dollars saved...read more 


"Great Learning Experience. 
I learned to be listening
and working on available
options to overcome
objections.  After every
call, evaluating how to
improve."  

J. Wilson, Sales
Specialist

"I found it very valuable to
see in writing all of our
strengths as a company;  all
of our advantages over other
companies and I will use
that to try to sell more and
to close sales more
quickly." 

T. Smith,
Territory Sales

"I recently landed a major
account and I can directly
attribute my success to
strategies learned from
Score Selling™.  I highly
recommend Score Selling™
to anyone in sales. It is my
experience that if you
follow Kevin's program you
will see a return on
investment almost
immediately."  

Jacob Robertson, Sales, 
Szabo Associates, Inc