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:
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?...readmore
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...readmore
“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."