Presenting Solutions to Uncovered Needs – B2B Sales Essentials℠, B2BSE-5

Presenting Solutions to Uncovered Needs

Session Length: 5-6 hours | Target: All staff, all Levels | Prerequisites: None | Delivery: taught live strongly encouraged

After performing a thorough needs assessment, the effective sales professional must respond back with a solution that is tailored precisely to the prospect’s unique situation. The solution and its value proposition needs to strongly resonate with the prospect and move him/her/them towards acceptance. B2BSE-5: Presenting Solutions to Uncovered Needs teaches the art and science behind presenting solutions that have a high acceptance rate, setting the stage for a long term revenue-producing relationship.

    • Topics in Presenting Solutions to Uncovered Needs include:
      • Possessing the Requisite Presentation Skills
      • Presenting Your Solution’s Key Features With SFABV
      • Presenting to Committees
      • Using Presentation Tools Effectively
      • Selling Through R&D & Engineering
      • Creating Value Throughout the Presentation
      • Making Compelling Capabilities Presentations
      • Appropriately Leading Discussions About Competitors
          • Module 5a: Dealing With Vocalized Fillers(B2BSE-5a)

            Session Length: 60-90 minutes | Target: All Staff Members | Prerequisites: none | Delivery: Live or Virtual Webinar

            People naturally use vocalized fillers such as uhm, ah, and you know in order to fill the space between words when they are speaking. In professional settings vocalized fillers can be distracting and diminish the effectiveness of what a speaker says. This workshop helps people correct this habit. What’s included:

                • What is a vocalized filler and why do we use them?
                • How do vocalized fillers affect our perceived competence
                • Seven keys for dealing with our own vocalized fillers
                • Engaging accountability partners to monitor our improvement

                      Module 5b: Perfecting Your Elevator Pitch(B2BSE-5b)

                      Session Length: 60-90 minutes | Target: All Staff Members | Prerequisites: none | Delivery: Live or Virtual Webinar

                      Most of us recognize the value of an elevator pitch – what to say quickly and succinctly in response to someone asking us what we do. New research shows that when most elevator pitches are used, they fail to achieve their objective. Here’s how to design and perfect an effective elevator pitch. What’s included:

                          • What is an elevator pitch and why do we use them?
                          • How recent research proves the traditional elevator pitch ineffective
                          • Four steps to develop your perfect, effective elevator pitch
                          • Learning how to deliver your perfect, effective elevator pitch

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