lesSummit/avoiding-the-so-what-responose-in-a-sales-situation” target=”_blank”>Avoiding the “So What” Responose in a Sales Situation
Open Discussion Forum on Consultative Selling
Panelists: Julie Fraser, Cambashi and Rick Albrecht, Dynatech Control Solutions
Wednesday, August 10, 2011 12:00 pm EST
How many times have you eagerly told a prospect about your products only to have them say, “So what?” Everyone wants to avoid that wet blanket during a sales call. This will be an open discussion forum about consultative selling, also sometimes called solution selling. The concept is to ask what they want rather than telling them what you’ve got. This requires a concerted effort on the part of the salespeople, but also the marketing and sales readiness or training teams.
How is it going for you?
Please come and share what is working for you, what you have learned, and in a safe environment, also discuss what the challenges and frustrations are.
About the Presenters
Rick Albrecht is a Certified Sales Professional with 20 years in instrument sales and service, system integration and project management. He is an ISA Senior member, currently serving on the Executive Board. He is currently a Sales Engineer for DynaTech Control Solutions, a representative and distributor of high quality instrumentation for measurement and control of flow, level, pressure, temperature, chemical process, water & wastewater. Rick is an avid mountain climber and volunteers for not only ISA, but also the Boy Scouts of America.
Julie has 25 years experience as a manufacturing systems industry advisor, marketer, speaker and consultant. She is one of the world’s leading authorities on production plant software or MES. Fraser is President of US operations for Cambashi. Prior to joining Cambashi, Fraser ran the manufacturing applications focused analyst firm Industry Directions, and was VP Marketing for Baan Supply Chain Solutions, Senior Analyst on Manufacturing Execution Systems (MES) and Integration at AMR, and editor-in-chief of the CIM Strategies newsletter. Fraser writes a regular column for Managing Automation magazine, and is quoted frequently in other publications.