What you'll learn:
- Beat competition, bots, and the dreaded status quo by creating personalized value that makes you the only true differentiator left in B2B sales
- Use the Buyerarchy of Needs® framework to address buyer needs at every level and build a complete, personalized value proposition to win bigger, better & more!
- Unstick your stalled deals using a Trust Formula to identify trust gaps, address them, and strengthen the relationship to accelerate the close.
- Use AI-supported targeted research to uncover hidden insights that build your credibility and make you the rep buyers remember.
- Establish a "Customer Advocate" mindset to shift from a transactional seller to a future-ready sales professional who buyers genuinely want to work with.
If a machine can do something within the B2B sales cycle better, faster, or cheaper than a sales professional, make no mistake, the machine WILL be doing that thing, sooner rather than later. That's our reality in modern B2B sales. Simple, transactional selling continues to be automated. A human sales professional that only sells transactionally doing something a machine can do. Soon, that sales role will belong to a Bot.
This course is designed for B2B sales professionals who want to move beyond transactional selling and learn how to engage buyers in a more human-to-human, connected way. It is for sales professionals who want to stay relevant and continue to be successful in the career they've built and love - that is, future-ready sales professionals.
Future-ready B2B sales professionals recognize they need to double down on what makes them uniquely human, the skills that machines cannot replicate. Things like showing up with the sincere intention to help your buyer succeed, asking high-impact questions to uncover buyer needs and to enable buyer emotions to seep into the conversation, and listening deeply to make sure buyers feel heard.
In this course, you'll be introduced to the Buyerarchy of Needs™, a proprietary framework that helps you understand the three levels of need your buyers have and the different types of value that are created when those needs are addressed. This framework positions you to create a holistic, differentiated, and human value proposition that cannot be replicated - by machines or fierce competitors.
To be future-ready, sales professionals have to do the things machines can’t do. When you master the skills in this course, you'll be future-ready and able to win bigger, better, and more - while creating customers for life.
