"Most sales cycles are just a war of attrition with the last man standing getting the deal."
USM003 - What To Do
Most traditional sales methodologies concentrate on one of the following themes:
• Have a conversation with the customer.
• Identify the customers critical business issues.
• Sell the problem, not the solution.
• Sell the value, not features.
Although these are important, none of them can explain what processes people go through when making purchasing decisions for their businesses let alone when deciding to buy personal items such as a car or a house. They claim that people buying complex business solutions somehow use a completely different process in comparison to making personal buying decisions. As you will learn with USM, research has shown that this simply is not the case.
By understanding what motivates someone to buy one solution over another, delivering compelling messaging that improves the perception of your company and solutions over competitors and providing a method to test and maintain control in sales cycles USM provides a unique framework that enables Superior Performance Selling.
Traditional sales methodologies tend to start once a prospect has been identified. The customer has usually already identified the business problem, set up a project and assigned budget before most sales people are invited on site. As a unified method, USM starts well before business problems have even been identified. Who knew, for example, that they had a problem that could be solved by purchasing an Apple iPad before it was invented? Yet, when it was launched a huge number of people discovered that they indeed had a problem and that solving this problem was a priority.
Many companies are now starting to learn the secrets behind superior performance selling and how to implement these successfully within their organizations. If you wait before you book USM your competitors may already be taking advantage of this knowledge and techniques and increasing their market share at your expense.
Pre-requisites: Attendance of USM001 - Why People Buy and USM002 - What To Say
