There are only FIVE REASONS why a member of your sales team will fail to elicit a favorable buying decision from a qualified prospect of your product (or service) offering!
THE GAP (problem):
Most sales professionals are unaware of the FIVE CRITICAL MISTAKES that consistently lose them business from qualified prospects who otherwise would have bought.
These mistakes include:
FAILURE to fully comprehend your client’s problem (gap)
FAILURE to communicate a viable solution (bridge) to your client’s problem
FAILURE to align with your client’s logical and emotional decision making needs
FAILURE to differentiate your product (or service) offering from competitive offerings
FAILURE to overcome your client’s fears and/or positional differences
When you ELIMINATE these five critical failures you dramatically
INCREASE your win rate!
In this training series your sales team will learn…
A six-step client interview process that accurately and professionally uncovers the client’s product or service gap
A presentation structure to effectively communicate the ideal product or service solution in a way that convinces logically and inspires emotionally
How to design and deliver your sales presentation in a way that aligns with the client’s unique decision-making needs
How to effectively differentiate your product (or service) offering in a way that supports the client’s desired reality outcome
How to recognize and respond to the three conditions that decelerate the forward momentum of any client transaction
Our clients testify that when their sales professionals apply the skills and insights from the BRIDGING the GAP Training Series when presenting their product or service offering to the market … they win 80% – 90% of the business they pitch for … even in competitive business environments
When it comes to training in sales and negotiation, there is simply no one better than Gerald Clerx. Gerald has trained my brokers on several occasions both here in the USA and abroad and the results are profound and measurable. In addition to the skills transfer in his courses, they are high energy, interactive, and above all…fun. It is with pleasure that I recommend Gerald to any organization looking to improve the skills of their people.