Selling Complex Solutions to the B2B Market
Are you happy with your sales closing ratio? Is your solution superior but the prospect still won’t buy?
If you’re a business owner or sales professional with a complex product or service to sell, this class is for you.
The course is a deep-dive on the rational decision-making process of buyers when faced with a proposal that suggests significant disruption for their organizations.
Participants will learn the consultative sales method consisting of the current state/future state assessment that takes advantage of graphic illustrations and financial forecasting to convince a buyer that if change doesn’t happen, an opportunity loss occurs.
Managing the buyer’s expected changes is critical to closing the decision loop; change management will be covered as well.
September 20, 2018 9AM-11AM