Selling is critical to the success of all small businesses. Unfortunately, many salespeople are often guilty of asking their prospects a few unfocused questions to engage them and then launching into a presentation where they list all the neat features of whatever it is that they are trying to sell. The prospect typically responds with objections because they don’t see why these features are relevant to them. The result—the sale is lost.

There is a better way. Engage with your customer and ask the right questions and more of these questions, so you can better understand their needs. Then focus on the benefits, i.e., how the product or service you are selling uniquely solves the customer’s needs. As opposed to touting features, you are squarely focused on the benefits that solve the customer’s problems and you will close more sales or reduce the likelihood of objections.

Attendees will take away:

• How to be effective at needs-based selling—asking, not telling.
• How to switch the conversation from selling features to describing customer-relevant benefits.
• How to use the information in the needs-based selling dialogue to better handle objections and re-close the offer.

• Workshop limited to 20 participants to ensure customized coaching.