Want to Lose a Sale? Just Meet Your Customer's Needs.

Presented by

Bob Nicols, CEO and Founder of Axiom Sales Force Development

About this talk

Why need satisfaction selling is no longer sufficient and what every sales professional should do instead. "Needs satisfaction selling" has been the foundation for virtually every sales training program delivered for the past 30 years, providing multiple variations of a recurring theme. As many have discovered, satisfying a customer's needs no longer assures a sale. Unfortunately, there are too many providers who can, in some way, shape or form, meet the customer's needs. And if they all can, price becomes the determining factor for many buyers. What we sell begins to look like a commodity and margins fall. Join us for this exciting and informative web session to explore "beyond needs satisfaction selling"; what you and the buyer truly need to know to prove differentiation and superiority. You will discover: 1. How we all fall in to the "needs satisfaction" trap 2. The difference between needs and criteria 3. How to convert needs in to criteria 4. The areas of impact required to differentiate and prove superiority

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Training programs and sales performance initiatives fail for one primary reason—they fail to create the core behavior changes necessary to create lasting impact. The TRUTH about AXIOM Sales Force Development is that our programs combine the essential training, tools, coaching and reinforcement to achieve a true and lasting change in selling behaviors for Reps of all experience levels.