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

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