Next Level Selling: How to Build a Problem-Centric Sales Team
It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor, or Consultative Sales, or Solutions Selling, but the reality is these approaches have been little more than window dressing, in spite of some of their promise. It’s time we flip the script for real. It’s time we truly dedicate ourselves to problem-centric selling. Problem-centric selling starts with the customers problem, not their product. Problem-centric selling understands that if there is no problem, there is no sale. Products are useless if there is no problem to solve. People don’t buy products, they buy outcomes. It's time we change the way we sell. Level-up into the new school of sales professional.
Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a sh*t about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.FULL SPEAKER LIST