Selling Complex Solutions to the B2B Market

Description

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.

COST: $49.00
HOURS: 2

Additional Info.

Learning Objectives:

  • Participants will learn the consultative sales approach using the current and future state analytical method, process flow graphics, and the business case to convey the desirability of the solution.

Upcoming Courses

This program has already ended or is not currently available.

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All programs of the UGA SBDC are open to the public on a non-discriminatory basis. Reasonable accommodations for persons with disabilities will be made if requested at least two weeks in advance.