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:
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...readmore
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...readmore
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...readmore
"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."