Quantifying Benefits Business Training, by Growth Development Associates, Inc.

Give Customers Reasons to Buy

Quantifying Benefits business training helps salespeople present convincing reasons for customers to buy their products. Growth Development Associates, Inc. (link to Home page) exclusively utilizes consultants that possess expertise from decades of in-field sales success. The course teaches techniques that can help both experienced sales professionals and new salespeople increase their effectiveness.

Objectives

Has your company ever been perplexed about losing a big sale that you were convinced you had won? All sales and marketing people have had that experience. They proved their products, their features were great, the customers were enthralled with their people, their prices were better, and the customers wanted their benefits -- yet the sales team lost. Whether the loss was to a competitor, to another internal project, or to perpetual delays, such losses are major disappointments. Where did they go wrong?

Often it is not where the salespeople went wrong, but that they forgot or didn't know how to answer the question "So what?" For most major buying decisions, the question is "What does it mean to my bottom line? How will your solutions make the customer more profitable, effective, efficient or productive?"

Even price discounts are not compelling reasons to buy. But if sales professionals can get a customer to say, "Every month we delay costs us $90,000" then they have created a compelling reason for the customer to buy.

Deliverables

This workshop:

• teaches your sales force how to find the value of your product or service to your customer
• how to present the solution so that your customers see it and believe it
• how to use financial benefits to create compelling reasons for buying

Benefits

The step after proving a capability is answering what it is worth to a customer's bottom line. The Quantifying Benefits business training workshop teaches attendees how to do just that. More importantly, it will teach how to help the customer find and believe quantified benefits. Opportunities sold through Quantifying Benefits remain sold. And Quantified Benefits are most often worth far more than the purchase price of products or services, so competitive discounts become irrelevant.