Course description
Customer Outcome Selling
Once upon a time, sales representatives went into the field and "pushed" their products. They did their best to sell through cold calling, knocking on doors, and one-size-fits-all sales pitches. The goal was to sell, sell, sell. And the means to that end were often left up to the sales rep. Those days are gone. Customers are now better informed regarding the options available to them, and often already have a solution in mind to help them achieve the outcomes they need.
Despite this change, the importance of the sales maker’s role has not decreased in the slightest. In fact, 70% of a customer's decision to buy is still based on a favorable interaction with a sales maker. That means that even though customers don't want to be "sold," they do want help and guidance with their buying decisions from someone they like and trust.
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Upcoming start dates
Course delivery details
- Public Workshops
- Private Workshops
- Virtual Coaching
- Self-paced Online
Certification / Credits
Course Outcomes
Customer Outcome Selling provides an end-to-end sales process experience. This program includes best practices for territory and account planning, customer research, cold calling and setting appointments, understanding customer behavior, and planning and executing successful customer conversations that will help drive new business and higher margins.
Reviews
Average rating 5
By far the best sales training I have participated in the past 25 years. Our instructor Jeff Bishop is smart, engaging, and very resourceful. He made two full days of training l...
Brought to light a few new ways to break through on cold calls.
Contact this provider
Baker Communications
As one of America's most established corporate training companies, Baker Communications has helped over 1.5 million professionals reach maximum performance since 1979. Globally recognized companies and government agencies, including Amazon, SAP and Ingersoll Rand depend on BCI to equip their...
The conversations at breaks and dinner were all positive from the dealers, and there were many comments about this being one of the best training classes that we've had.