Brief: When Customers Don't Care About Your Product
Customer conversations
What’s Inside
Having a great product is not enough. Customers are pressed for time and distracted by time-sensitive demands. Additionally, competitors are leveraging advancements in technology to offer similar products.
The solution: sales professionals need to articulate the value of the solution in a way that traces to the customer’s specific needs.
Here, we look at ways to do that by:
- Leveraging insights gained through questions
- Developing a value statement
- Using the “framing effect” to provide the context that puts value in relative terms
- Taking the time to understand the customer’s nuanced differentiators
Resources You Might Be Interested In
Webinar Recording: Linking Impactful Sales Training With Business Success - The Power of Learning ROI
Download a copy of our webinar where we explore how to measure ROI from your sales development teams.
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Webinar: A Framework to Sustain Sales Training
Download a copy of our webinar where we explore how to improve sales training sustainment by implementing a framework that drives reinforcement and sustains performance.
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Brief: Timeline for Sales Transformation
In this brief, you'll learn how to prepare, implement, and sustain a sales training program
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Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
