Selling Your Stuff in a New Economy

with Joel Kaczmarek

The dynamic and irreversible changes in our economy and business climate over the last three years have rendered most, if not all, of the the traditional approaches to sales obsolete. 

Equally true are that nearly all of the traditional approaches

• Needs-based Selling
• Features & Benefits Selling
• Solutions-based Selling
• Technically-based Selling

....are old, uncomfortable to use, and leave the user feeling like they need a shower.

Here's what other Chamber members are reporting -

• Frustrations with a longer selling cycle than before the recession
• Fed up with indecisive prospects
• Performing lots of demos and trials - no committments to buy
• Shrinking margins and tons of pressure on price
• Overly cautious and skeptical buyers - tough to build rapport
• Not getting in front of enough new prospects
• Concern about performing "free" or "unpaid consulting"

So let's pretend you attend, what is your takeaway?

• A clear definition of the conceptual issues that impact comfort or discomfort with selling
• A contrast and compare of the two systems at work - Yours and the Buyer's.  They are frequently at odds and in conflict.
• An introduction to a new selling strategy, a different approach for going to market. 

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