LeaderShip Training

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L e a d e r S h i p T r a i n i n g THE HYPOTHESIS OF NEED IN THE SALES PROCESS IS SIMILAR AS IT ALLOWS THE SELLER TO PREPARE PRIOR TO THE FIRST CALL USING CUSTOMER PROFILES TO FORM A HYPOTHESIS ABOUT WHAT PROBLEMS THEY CAN SOLVE FOR THE CUSTOMER. B U S I N E S S S U C E S S | S A L E S H Y P N O S I S

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0 1 W h y Y o u r S a l e s P r o c e s s S h o u l d S t a r t w i t h a H y p o t h e s i s o f N e e d As a salesperson researches a lead here are 6 tips for that they are collecting data to help inform their hypothesis. What are the customer’s pain points What are the trends in the industry Where can your solution help Knowing this information allows salespeople to hypothesize a reason for the call. If that reason is strong objections can be more easily overcome.

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S a l e s T r a i n i n g Whenever the word ‘hypnosis’ is mentioned most people think about s t a g e h y p n o s i s a n d h o w t h e a u d i e n c e m e m b e r s p a r t i c i p a t i n g a r e m a d e t o d o d a f t a n d s i l l y t h i n g s f o r t h e e n t e r t a i n m e n t o f t h e a u d i e n c e T h e y t h i n k p e o p l e a r e p u t t o s l e e p a n d t h e i r m i n d s h a v e b e e n t a k e n o v e r b y s o m e d a r k 0 2

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