Why Selling “Benefits” Fails to Create a Sense of Buyer Urgency

Presented by

Bob Nicols, AXIOM SFD Founder & CEO

About this talk

You identified all of your customer's needs, created a polished proposal and clearly demonstrated the benefits of your solution. During the presentation, your customer agrees with everything. You leave feeling confident you’ve made the sale. But the call never comes. Join us for this highly informative web session that proves selling "benefits" can actually prolong the buyer's decision process and ultimately result in no decision at all. You’ll learn: • How to set expectations for presentations • The power of pain vs pleasure • Selling problems vs benefits • How to create a sense of urgency with your buyer • How to prove your solution is what they want to buy – NOW!

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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.