"I want to thank you again for the powerful presentation that you made at our recent sales meeting. It was one of the most dynamic and informative sessions that our people have seen. Since most of our people pride themselves in their product expertise, your approach stunned them to the point of considering a different perspective. It was certainly a fresh outlook to the entire selling process."

If your sales organization is selling in the same way they did just twelve months ago, you are beginning to lose your business. Unfortunately, 90 percent of the world's sales organizations are using antiquated selling skills and systems which prohibit their ability to maximize the potential.

The fact that most salespeople have selling skills that are only "fair to adequate" is OPPORTUNITY. Opportunity for those willing to accept the disciplines of sales, a "system of selling", and to attain in the eyes of the buyer an image and identify of problem-solver.

This needed evolution is mandatory for survival, much less success, when you consider the need of your customer is never, ever for your product or service. The customer has problems, challenges, and opportunities and buys from those who demonstrate empathy, expertise, and problem-solving skills.

This program is divided into four interrelated parts, each planned as a one to one-and-a-half hour segment. They may be presented individually or as part of a full day's program.

Part One - Sustaining Resource Selling Skills

• 90 percent of the world's salespeople continue to sell with 1960's skills.
• Where are you today? Where do you need to be? How long do you have to get there? How will you do in your business if the competitor does these things first?
• Living off yesterday's success - our customer list - is death! We must proactively generate new business.
• Only 40 percent of the buyers buying decision is based on product and price.
• Consultative Selling

Part Two - The Customer Needs Analysis

• "Do it right the first time" brought to the sales process.
• Identifying customer's needs from the customer's point of view.
• Questioning which gathers the needed information, without interrogation.
• The physical survey and understanding all roles in the "buying-center."

Part Three - Value Added Sales

• Defining your unique value added system.
• Three "products" which make up 60 percent of the buying decision, yet most salespeople ignore.
• Selling ideas and solutions rather than what the customer perceives to be a non-differentiated product.

Part Four - Applying The System

• Customer-focused proposals which focus on needs and solutions, rather than product and price.
• Recognizing customer's changing needs.
• Five steps to executing a proactive customer-focused sales strategy.

Beveridge Think

"The #1 job priority of the salesperson is to identify and then satisfy the customer's needs .... profitably."