Needs Creation Selling
The purpose of your sales & marketing team should be to create a need in a prospect for your products or services even if no needs are currently apparent to them. This doesn’t mean selling ice to Eskimos, rather posing the right questions to the target audience to help them identify and uncover the problems (or potential problems) that could be solved with your product or service.
By the end of this session you will
Apply 9 Block Visioning to Thaler’s Nudge Theory
Evaluate Rackham’s Spin Selling Technique
Create a Portal Project
Explore Harding’s Best Selling Techniques