Today’s territory seller may be working to overcome the following obstacles:
- Finding new business – Locating the accounts that will eventually turn into new business.
- Qualification – Once the accounts have been located, being able to effectively and efficiently qualify the opportunity.
- Competition – Dealing with a number of competitors who present what appear to be the same features and benefits.
- Commoditization – Because you and your competitor appear to have the same features and benefits, one’s products or services become commoditized.
- Skeptical buyers – Who are unfortunately skeptical because they’ve “heard it all before” from sales people in the past. And now, they’ve developed a “Detractor” mentality when it comes to granting access to the key decision maker.
Break-Thru Selling™ is a powerful tool for overcoming the obstacles mentioned above. Break-Thru Selling™ provides a framework for how to sell consultatively in a condensed and less complex cycle, including:
- Development of a Territory Business Plan.
- Efficient and effective tools for researching target customers and target industries.
- Pre-call preparation.
- Understanding customer needs and requirements.
- Positioning the value of your solution given your understanding of the customer’s needs.
- Overcoming objections and asking for the business.