Recommending and Closing the Sale
Participants learn to recommend approaches for direction and for solutions that clearly tie the features, functions, and benefits of their products/services to identified customer goals and problems. They learn to present their products and services in the most succinct manner possible, always keeping the focus on what is of value to the customer.
Participants learn to close the sale in ways that reaffirm how the solution supports the customer’s goals and needs. They learn to be sure the customer agrees before proposing next steps. Participants learn to be disciplined in probing for acceptance verbally when they do not have the advantage of visual cues.