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This sales workshop will help sales teams discover what customers really need — helping build creditability and trust, so prospects embrace their value‑added solutions.
How do sales reps “sell value” when it seems like every customer perceives value differently? Some prospects define value as “getting the lowest price.” Whereas, a manager or C‑level executive may define it by the degree of quality or impact on the bottom line.
The first step in developing a value solution is helping customers understand the financial implications (“dollarize”) of their current situation. However, many customers don’t have a clue as to what their situation is costing them (in time, market share, resources…) — they don’t understand the bigger picture.
Using our Questions That Sell philosophy of “asking the right questions,” this workshop will help sales teams discover what customers really need — helping build creditability, so prospects embrace their value‑added solutions.
