Apples & Oranges® - What Sales People Need to Know

Business development specialists and salespeople are no longer calling solely on purchasing agents and technical /operational buyers.  Today's competitive marketplace requires adapting to decision makers who base their purchase decisions on economic considerations. Apples & Oranges provides salespeople with the knowledge necessary to frame products in terms of their impact on strategic business issues.

Apples & Oranges participants gain an insider's perspective on how to win business by speaking to product virtues that help their customers increase revenues, drive down costs, improve capacity utilization and maximize return on investment.

During the simulation, participants run a hypothetical business, create the budgets, solve the issues and plan the cost-saving strategies typical of their customers' businesses.  Customer relationships are enhanced because the sales force is better able to:

• Sell effectively to financial decision makers
• Demonstrate an insider's perspective on critical business issues affecting their customers
• Create a proactive selling approach for engaging business-focused decision makers
• Approach business decision makers with the confidence to ask important business questions and to make more persuasive cases

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