Why Remote Sales?
Identifying the buying stage the customer is in and supporting them to make the right decisions naturally is essential for successfully closing the sale. Recent studies show that by the time a customer contacts a sales representative, they are already 57% into the purchase process. Perspectives based on their research make buyers enter the sales process with preconceived ideas about what features they want and how much they are willing to pay.
However, rather than feeling confident about their purchase, buyers become overwhelmed by the seemingly endless good choices and need help making a decision. And when they reach a sales representative, they are interested in their buying experience and the answer to “why” they should buy, rather than “what” they should buy.
COURSE OBJECTIVES
- Changing the traditional approach.
- Understanding the reasons for adapting to the “current times”.
- Determining the type of seller for each participant.
- Being aware of your own behaviors and observing other sales styles.
- Understanding the key elements of the “Challenger Sale” system.
