Sales Training Programs
How to Create Customer Urgency
Discover the Proven Strategies of World-Class B2B Sales Professionals in “Creating Customer Urgency” when the customer has a pain but has not realised the requirement.
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A Brief About This Sales Training Program
Often, your customers experience pain points and problems for which you have a solution, yet they do not feel the requirement to purchase your solution.
They may be willing to live with these issues or prioritize other matters.
This program will teach you how great sales professionals understand to navigate these situations, avoiding the perception of being “pushy” while simultaneously creating a sense of urgency for their solution.
What you will achieve from this training program
- Understand Different “Customer Categories” based on the customer’s understanding of their needs and the solution.
- Grasp the “Win Fast - Lose Fast” concept.
- Identify the buyer’s “Decision-Making Stage” and “Need State.”
- Differentiate between Implicit and Explicit Needs.
- Recognize the optimal time to pitch their solution when the customer is receptive.
- Develop Advanced Questioning Skills for customer interactions.
- Share information (without pitching a solution) to create a discrepancy between the customer’s current state and their desired future state.
- Improve Forecast Accuracy.
Overcome the following challenges with this program
Prolonged sales cycles.
Stalled opportunities in the funnel
Inability to overcome customer indifference
Struggles with creating a sense of urgency to act.
Difficulty generating new leads.
Overreliance on inbound leads.
Program Overview
Understand Different Decision Influencers in a sales opportunity.
Learn the science behind Uncovering the Customer’s Decision-Making Stage.
Explore the science of Need Development Stages.
Understand different categories of customers based on Need-Solution Clarity.
Learn and practice the Advanced Questioning Framework – “BIIB.”
Develop a structured approach to gauge the customer’s receptivity to action.
Learn to share information in a way that creates Unique Differentiation and positions ROI to help customers realize the value of addressing their problem.
Transition from a seller-driven to a Customer-Focused Joint Planning approach.
Who is this program for?
This program is ideal for any team member who interacts with customers and prospects to create and close opportunities.
This includes professionals in Sales, Account Management, Business Development, Customer Success, Inside Sales, Presales, Solution Architecture, and Sales Management/Leadership roles.
Send Your Inquire For This Program
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