Ever since the SPIN method of the late 80's, nothing revolutionary has happened in sales. The same old ideas and methods are still in circulation, which explains today's weak results. The development costs of sales personnel are higher than the resulting increase in productivity.
Traditional sales may have worked wonders, but that was under conditions that no longer exist. Change is needed today. The new litmus test for sales people is whether they can sell the new products and services, the ones with the high margins.
Today, B2B sales have nothing to do with the old, so-called, "art of selling". Putting emphasis on closing the deal by all means, regardless of whether the product is suitable for the prospect or not, is a debunked approach. The aim now is the lifetime value of the customer, not the short-term advantage. The culture and operational focus of sales have shifted from the manipulative techniques and empty promises to gaining a place in the buyer's process.
Often the right answer is not simple and intuitive. Good practices turn out to be lagging practices, not the best ones. This is because it takes years before they are recognized as such. Today, instead of competing with our competitors over who provides more value and who sells cheaper, it is best to focus on what we can do differently for our customers.
This course is exploring the modern sales solutions. First, changes are analyzed and effective substitutes for outdated techniques are proposed. The training examines the new sales trends and highlights effective techniques, based on research. The model of sales on the demand side and what changes in traditional thinking it entails are examined in detail.
GAP sales are presented separately as one of the interesting modern methodologies. Ten of the most common methodologies, such as the Sandler system, the SPIN, MEDDIC, TAS, and WSC methods, are examined in sequence. Each methodology is presented with its advantages and disadvantages and how useful it can be today.