Why “Needs Analysis/Needs Satisfaction” Selling won’t win sales

Do your sales presentations truly motivate buyers to choose your company and your solutions? If you look closely at your company's next sales presentation you may be shocked to find it has become a data dump with little emphasis on a buyer's business and all too much energy spent explaining what a sales person feels are the prospect’s “needs.” As product complexity has increased, the unfortunate byproduct has been a shift toward a language of acronyms and industry jargon that makes it nearly impossible for even an educated buyer to differentiate between competing products. Are all products and service organizations really the same? Of course not, but the “needs analysis” approach to selling actually creates the appearance that they are. Our advanced module on sales presentations changes that. In this program, your people learn what really motivates buyers to choose one solution over others and how they can prove they have the most powerful solution for their  prospect's business. In addition, they will develop the skill needed to justify the higher price it takes to provide superior solutions. Perhaps most importantly, they will learn to present information in a manner that improves the impact of their message and ensures the buyer has a logical framework supporting their decision to choose your company.

This workshop includes:

• Removing the prospect’s presentation anxiety 
• Establishing the framework for an effective presentation 
• Creating a dialog during the presentation 
• Appealing to your buyer’s real motivation 
• Elimination of industry jargon 
• Linking your solutions to specific impact on your prospect’s business 
• Organizing presentations to maximize the emotional appeal 
• Developing and using visual media that enhance your presentations impact 
• THE business drivers that compel prospects to buy 
• How to effectively establish presentation targets and objectives 
• Determining exactly where you stand relative to your sales objectives  
  Closing the sale