Customers will always make decisions based on eliminating problems - their "hurt" - long before they will make decisions on other areas of their businesses. Learn how to properly discover and strategically leverage your customer's "hurt" to make the sale.

In many cases, your organization's goal of increasing the effectiveness of its sales team directly benefits from the implementation of the Influencing the Decision process. This course covers the following:

• How to  properly discover the buying motivation -- the so-called "hurt" of the customer-prospect.
  
  
• How to leverage that "hurt" to control the decision process.
  
  
• How to place a strong focus on personal value creation, personally implicating the customer in creating
  value for your solution.
  
  
• How to effectively influence the decision process.
  
  
• How to effectively build the value proposition through:
  
  

1. Amplification of the customer-prospect’s hurts.
   
   
2. Developing an approach and timing skills needed for the presentation of a solution in the context of the customer’s hurts.
   
   
3. Acknowledging that presentations are needed only after a platform of credibility has been developed.
   
   
4. Remembering that the personal connection must be made before we expose the exquisite details and proof of our technology solution.
   
   
5. Understanding the importance of execution of the solution (delivering on the promise).