If you continue selling based on the traditional solution-selling of the 20th century, then you:

• are exploring opportunities based on how much your clients are willing to spend

• are in line with what the clients are willing to obtain

• act as a “pain killer”

• target tactical problems your clients have

• start with the “what” and then with the “why”

• ask questions to identify needs

• are reactive to clients’ issues

but

if you are selling with the value-based mindset of the 21st century, then you: 

• provoke with value-adding opportunities outside budget constraints

• challenge and exceed client expectations

• apply “alternative medicine” practices to relieve “pain”

• target strategic problems

• start with the ‘why’ and then with the ‘what’ and the ‘how’

• build on insights to provoke response

• proactive and assume a leading role

What to expect from the workshop

•Develop a growth mindset as a salesperson of the 21st century

•Sell your products and services from the client’s point of view

•Create a winning strategy for your next sales call

•Ask the right questions to uncover your client’s needs

•Deal with their concerns/objections with confidence

•Respond to different client profiles by adjusting your profile

•Apply tested techniques in closing the sales call

​Indicative Agenda