Catalyst for Sales
Why Change?
The objective for any sales team is to persuade their customers to buy their products. They need to do this as quickly as possible to maximise sales and revenues.
However, before a customer can buy a product, they need to understand how that product will change their existing processes and why that change is a change for the better. If the product is simply presented to the customer without them understanding why they need to change, the opportunity will frequently be lost.
Indeed, studies have shown that up to 60% of opportunities are lost to no decision rather than to a competitor. Without a clear understanding of the risk of doing nothing or a compelling vision of “what better looks like,” customers will tend to do nothing.
This means that rather than selling a product, we first need to sell a reason to change and then demonstrate that our product is the means to effectively deliver this change.
Catalyst for Sales
Catalyst for Sales is a two day sales training course for sales teams who are not making sales at the speed that they would like to or who are losing opportunities to no decision rather than a competitor.
Before taking this course, sales teams will have lots of opportunities that struggle to get beyond the first few customer meetings. They will feel frustrated at the lack of progress that they are making.
By taking this course, the team will be able to identify the reasons for change within their target accounts, be able to explain the value of those changes to their customer and be able to progress opportunities more rapidly to a conclusion.
The course includes:
What is Change?
Why is it difficult?
Choices
Making Decisions
How to change someone’s mind
Biases
Science of Persuasion
Cold Calling
How to change
For more information, visit https://www.catalystforsales.com/