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

How To Prove Your Value And Beat Your Competitor By Helping Your Prospect Make The Best Decision Possible

How To Prove Your Value And Beat Your Competitor By Helping Your Prospect Make The Best Decision Possible


The prospect can have a problem and still not have a need for your solution.  The reason is evident--many prospects choose inferior solutions based upon their relationship with an incumbent provider--choosing the current relationship and making no change provides them with job security should problems arise from the choice.  The issue in this instance is ensuring the prospect has all the information needed to show the decision for a non-incumbent solution is protected with both logic and documentation.  The CLIENT™ Need category provides both and more.

 

The Following Courses will be Covered in this ONSITE Session:

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?...read more

The Right Way to Beat the Ever-Living Daylights out of Your Competitor and Have Fun Doing It

The CLIENT Need category is all about the manner in which the customer will rationalize his decision. Salespeople need to bring objectivity and visibility to the WAY the prospect will make his decision. The prospect can have a problem and still not have a need for your solution.  Once you have done this successfully, you can engage in fabulously effective counter-messaging to outmaneuver and defeat your competitor...read more


“I sell more after being
in Score Selling™ Sales
Training because I started
qualifying my requests and I
am now more focused on the
customer by understanding
every customer's specific
need or concern and then
providing solutions  even
with experiencing hesitation
on the customer's part.” 

K. G., Sales Engineer,
Industrial

"We began using Score Selling
sales training solution
about 4 months ago. We have
completely overhauled our
sales messaging, fully
dialed in our approach to a
new level and experienced
gains beyond the goals that
were established at the
beginning of the program.
In this short time
period our prospecting
pipeline has almost doubled
(48%). I attribute this
success to the Score Selling
model that Kevin has
provided. If you are a
single sales person or
manage 100 sales people, I
would strongly urge you to
look at Score Selling as a
tried and proven system to
help you exceed your sales
goals. Your sales team will
find Kevin to be a true
asset."   

Curt Dowling,
Senior Vice President, Benise-Dowling  

"I take more ownership of
what do. Dig deeper and add
value... One key factor
"Listen."  

C. W., Sales
Representative