You may only have one opportunity to convince a customer contact to agree to a second or third appointment. And to effectively do that, you need to understand what business issues are motivating customers to consider the purchase of a solution, educate the customer about the competitor\u2019s weakness and your company\u2019s strengths without damaging your own credibility, and emphasize how your solutions will fit their requirements \u2013 all while handling objections and concerns during the process.<\/p>\n
The Manager\u2019s Application Module<\/strong> design assumes that participants have already completed the Selling Beyond the Product<\/strong> program.<\/p>\n With these SBP Manager\u2019s Application Modules<\/strong>, your managers can bring the real sales challenges of the day into a sales meeting and apply the skills and concepts learned in Selling Beyond the Product to those challenges, reinforcing and extending the learning in the program, ensuring application.<\/p>\n These \u201csales meeting-in-a-box\u201d modules will help facilitate and support field management reinforcement of the Selling Beyond the Product skills and processes in a series of 1-2 hour application workshops.<\/p>\n Each module consists of a fully scripted Manager\u2019s Guide with timed outlines and agendas, professionally-designed presentation materials, and Participant worksheets for the sales team to come prepared to a one to two hour meeting, conducted either in small group, face-to-face meeting, or virtually through phone, web or videoconference.<\/p>\n OUTCOMES For more information, download a
\nUpon completion of the Selling Beyond the Product: Application Modules<\/strong> program, sales professionals will be able to:<\/p>\n\n
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of our Selling Beyond the Product: Application Modules<\/a> program fact sheet or contact us directly.Other JBK Programs<\/strong><\/p>\n\n