One of the most crucial skills a salesperson can have is understanding the needs of a prospect. Your ability to turn every prospect’s problem into a solution – a solution that your product can offer – should be your primary goal. Think back to the last sale you lost due to cost. If you had done your homework, you should have developed a decent understanding of their problems. But ask yourself, in that loss, did you truly grasp the financial impacts behind those challenges and goals?

Understanding the financial profiles of your prospects can be a critical aspect to effectively positioning your sale – especially in a commoditized market. Taking the time to understand their business and provide meaningful value is the best way to build credibility and neutralize the “cost consideration.” Further, it can even justify a premium for your good or service over your competition.

Learning Objectives include:

  • Selling is all about solving customer problems.
  • Learn how to recognize your prospect’s pain points – whether these are current problems or challenges they will face as the marketplace evolves and needs change.
  • Understand their motives behind specific goals and craft a solution to help them get there.
  • Learn how to use case studies to demonstrate clear ROI and long-term strategies that nurture continuing relationships and repeat business.

MEET THE PRESENTER

  • John-Sandoval-BW-800x800

    John Sandoval

    Chief Operating Officer
    First Financial Equipment Leasing

    As COO, John is responsible for all fundamental and business functions including general management, administration, sales, legal, marketing, finance, and fulfillment. John’s 29-year career has been focused on starting, growing, supporting, and developing organizations. He has spent most of his career in some facet of equipment financing and has been integral in the evolution of the company and its focus on technology, healthcare, and automation technology leasing. John has worked in large enterprise organizations as well as entrepreneurial and start-up organizations and finds his most rewarding experiences are working and developing personal relationships with teammates, clients, key partners, and stakeholders.

    John is a proud alumnus of both the University of Colorado (B.S. in Finance; minor in Economics), and the University of Southern California (M.B.A. with a focus on Marketing and Entrepreneurship). He is an active member of his community where he has served on non-profit boards to promote literacy, economic development, and education.

    John is a proud father, surfer, and lover of nature who believes keeping creativity and energy levels high are not only what leads to ultimate team building success, but to happiness in life as well.