Avoiding the "So What" Responose in a Sales Situation

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Webinar: Open Discussion Forum on Consultative Selling
August 10, 2011

Panelists: Julie Fraser, Cambashi and Rick Albrecht, Dynatech Control Solutions
Wednesday, August 10, 2011 12:00 pm EST
http://bit.ly/qbMao4

How many times have you eagerly told a prospect about your products only to have them say, “So what?” Everyone wants to avoid that wet blanket during a sales call. This will be an open discussion forum about consultative selling, also sometimes called solution selling. The concept is to ask what they want rather than telling them what you’ve got. This requires a concerted effort on the part of the salespeople, but also the marketing and sales readiness or training teams.

How is it going for you?

Please come and share what is working for you, what you have learned, and in a safe environment, also discuss what the challenges and frustrations are.

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