The foundation of sales success is to stop thinking like a salesperson and learn to understand more about why customers buy and how customers buy! Don't focus just on making a sale. Seek first to understand your customer's current state and their desired future state. Then you can position what you offer to help them get from here to there.

The elements of this course include:

• Think Like Your Customer
• Customer Results Model
• Adopting the A-C-B Concept
• The Diagnostic Approach
• Applying the A-C-B Concept

Sales tool included:

• Best Practices for Using the A-C-B Approach