Selling the Way Your Customers Want to Buy

Description

Selling at your customers is not the same as selling to them.  When you sell to them, you are aligning yourself completely with their agenda – not yours.  You are meeting all of their needs at every point throughout the sales cycle.

This working session identifies fundamental disconnects between the way your company sells and the way your customers buy.  Activities include:

• Developing an inventory of your selling processes and assumptions
• Modeling your prospects’ buying processes and assumptions
• Identifying unmet customer needs and expectations at critical points in the buying cycle
• Documenting any processes, tools, or training necessary to close the gaps

Outcome

This workshop teaches participants how blend their sales activities into the buying processes of your customers so that the two become virtually indistinguishable.  Such process alignment is a direct precursor of more sales, greater customer loyalty, and improved profitability.  The thought process created in this workshop is simple, yet profound, and customers will see the difference in your sales force immediately after the workshop.

Duration

1 day

Participants

Sales executives, sales managers, and key salespeople

Contact

For more information, please contact: info@gtmpartners.com