This workshop includes:
- Clearly defining presentation objectives and agendas
- Understanding the evaluator’s motivation
- Linking your solutions to specific impact on your prospect’s business
- THE business drivers that compel prospects to buy and how to effectively establish presentation targets and objectives
- Closing the sale
ASK Selling Sciences – Presenting
“Needs Satisfaction” and selling the “benefits” of your solutions won’t win sales
If you’re closing less than a third of the proposals you submit, how compelling do you believe your presentations are? If you look closely at your company’s next sales presentation you may find it is a data dump with little emphasis on a buyer’s business with too much energy spent explaining why the sales person believes they can meet the prospect’s “needs.” As product complexity has increased, the unfortunate byproduct has been a shift toward a language of acronyms and industry jargon that makes it nearly impossible for even an educated buyer to differentiate between competing products. Are all products and service organizations really the same? Of course not, but the “needs analysis” approach to selling actually creates the appearance that they are.
Our advanced module on sales presentations changes that. In this program, your people learn what really motivates buyers to choose one solution over others and how they can prove they have the most powerful solution for their prospect’s business. In addition, they will develop the skill needed to justify the higher price it takes to provide superior solutions. Perhaps most importantly, they will learn to present information in a manner that improves the impact of their message and ensures the buyer has a logical framework supporting their decision to choose your company.
ASK Selling Sciences – Presenting
This course is available only after the Qualifying course has been purchased. The Qualifying course outlines fundamental aspects of the program and without that understanding many of the ideas and concepts in this course will not make complete sense.
$399
ASK Academy
Workshops
Axiom Selling Sciences Program delivers a clearly defined, all encompassing, logical, repeatable business process for selling. It’s turn-key, plug and play. It’s complete. We’ve taken the guesswork out of the process, clearly outlining exactly what a seller must do to be successful, but more importantly, best serve your customers. It’s been taught in nearly 50 countries, increasing the efficiency, productivity, and sales of tens of thousands of sales people for over 30 years.
Trial Includes:
Intro into AxiomQualifying Information ObjectivesReview Your Sales OpportunitiesSeat in ASK CRMTHIS TURNKEY PROGRAM INCLUDES:
Complete processes for account planning, identifying new opportunities, qualifying, presenting, and negotiating/handling objectionsAll tools built for a virtual selling environmentSales simulations with gamification
Course Includes:
Clearly defines ALL information objectives for the entire process of selling. Your salespeople will know precisely what information to collect every time they meet with a prospect.
Clearly defining presentation objectives and agendas
Establishing the framework for effective presentations
Linking your solutions to specific impact on your prospect’s business
Uncovering “hidden” objections
Understanding the difference between objections and conditions.
Negotiating from a position of strength
Identifying prospects who are simply trying to negotiate a better deal
Course Includes:
How to develop clearly defined ‘Sales Success’ plans
How to build typical and ideal customer profiles
How to effectively engage decision makers and schedule appointments
Integrated E-learning