Sales: The Customer's Thinking Process

Expert, Trainer/Coach

1 hour

NL

Sales and customer focus,
B-to-B,
Relationship marketing

Connect,
Inspire,
Motivate

Ben Zandvliet with: The Customer's Thinking Process - Stop Persuading, Start Guiding

Many organizations compete on price while being better than their competitors.
Not because of the market.

But by how they sell.
In this keynote, Ben shows why sales is not a profession of persuasion, but a profession of decision making guidance.

For whom:
Executives, entrepreneurs, MTs, sales leaders, teams and professionals.
.
What the audience will learn:
Why sales conversations go to solutions too early
How pricing pressure is created by unclear decision criteria
Why closing techniques are often symptomatic
How to position value before you sell

Result for the organization:
Less price discussion
Sharper positioning
Better "yeses" (and more deliberate "noes")

Duration: 45-60 minutes

Optional: Q&A or in-depth session

Share this act