Associated e-Training & Consultancy

Client Needs & The Sales Cycle

Duration: Approx. 45 mins

This product is an online product and is a Single user, 1 Year licence.

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Overview:

You believe that your prospect has needs that may be solved by your product or service, but you have no confirmation that this is correct. You do not even know if your prospect is aware of her needs.

How do you now turn your suspicion to a situation where the prospect:

Is aware of her needs?

Has created a solution in her mind that she feels will resolve her need or problem? (we call this a conceived solution)

Knows that your product or service closely matches the solution she has conceived?

The answer is to adopt a sales cycle (or process) that will help your prospect to conceive a mental picture of the likely solution in her mind, and to ensure that this conceived solution is biased towards your product or service.

The sales cycle is a sequence of activities that will help you to control and direct the sales process. It includes all activities from the first client meeting to closing and negotiating the deal.

The sales appointment is the first face-to-face step of the sales cycle. This is your opportunity to position your product or service as the solution to your prospect's needs. The degree to which you uncover these needs will determine your ultimate success or failure with that prospect.

This module is also available as part of the Sales Skills course.

Please note that if you are experiencing problems viewing the demo for this course, you should check that all pop up blockers are disabled.

This module covers the following topics:

What are needs?

The sales cycle

On completion of this tutorial you will be able to:

Describe the three main types of customer need

Describe a structured approach that will achieve a sale

Price:

Normal Price: $150.00

Special Offer Price: $100.00

YOU SAVE: $50.00 (33%)

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