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

How to Become an Absolute Necessity to Your Prospect and Build Rapport in the Process

How to Become an Absolute Necessity to Your Prospect and Build Rapport in the Process


Working the CLIENT Need category is about ensuring decision integrity. How is the prospect going to make a decision, and how are they going to know that they made the best decision? What things are they going to look at, what criteria and what evidence are they going to have to rely upon to know that they made a good decision?
In this course 
You will learn approaches to establish your solutions key elements (features and benefits) as criteria that any solution they choose should have and ensure the best decision possible for your prospect by encouraging an open decision process. 

Reading: Prove It!
Chapter 1
Make It Yours! Exercises
Asset. Make the Best Decision Possible?   
Asset. Document the Decision 
Asset. CLIENT Need Review 
Duration
2 hours