Course Description
Prospects buy because they have a need. We can create, influence, and develop needs in the prospect both for our products and our uniqueness.
In this course, we explore how to create or amplify the need for our offering. The discussion starts with the prospect’s vision of problems and opportunities. Needs are then created/ developed by allowing them to ‘wallow’ in their issues in our area of expertise. The more they talk, the more they convince themselves. |
Learning Outcomes
By the end of the course you will be able to :
- Identify areas of need for your customer.
- Hold thought-provoking conversations that stimulate needs for your products.
- Describe and sell a vision.
- Use effect questions to create need.
- Differentiate between benefits and criteria to create a need for your product.
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Duration
75 – 90 minutes
Language
English
Target Audience
- All sales people
- Mobile sales force
Course Features
- Subtitles
- Video Presenter
- Multidimensional
- Interactive
- Highly detailed course notes
- Compatible with our app (enables offline study)
- Access via your mobile
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System Requirements
Operating systems:
Windows,
XP/Vista/7/8,
IOS, Android,
Mac OS.
Browsers:
For the best experience we recommend Chrome (26 or above) however ,we also support:
Internet Explorer 9 and above,
Firefox 20 and above,
Safari 5.0 and above,
and Opera 12 and above.
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