The Business of Knowing Your Customers Business – The Key to Selling Value

As sales professionals in today’s competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company’s products and services, we need to also have business acumen and knowledge to be credible and relevant.
Today’s sales professional must be perceived as a business professional. In this webinar, Julie Thomas, President and CEO of ValueSelling Associates, will discuss how to evolve from a selling professional in a business world to a business professional who happens to sell.

What you’ll learn:

• What is business acumen and why is it important
• How to engage a prospect in a business issue conversation
• The relationship between business issues and justifying the sale
• How to become a better sales professional and provide more value to customers

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speaker: Julie Thomas, President and CEO, ValueSelling Associates