more information:
Overview
1. Focus on Potential
2. Know Buyer's Needs
3. Anticipate Obstacles
4. Track Sales Process
5. Forecast Accurately
Demo
Testimonials
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Insight for Sales Strategy®
Anticipate Obstacles to Closing Sales
Don't tell another story
of "the big one that got away" because of key factors that were
unknown or discovered too late to make a difference. Insight for Sales Strategy
will reveal the pitfalls and obstacles early enough for you to focus your strategy.
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Identify the Risks
Numerous risks to the customer are analyzed and problems
are automatically identified with  red flags.
Click on the red flag for an explanation of the problem and receive suggestions on overcoming the obstacle.
The customer in this example will be required to add staff
in order to implement the product being sold. This “heads-up” allows the sales
rep to customize his proposal in a way that alleviates this concern before it
becomes a major issue.
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Influence the Decision Makers
Major problems can occur if you are selling a highly technical product and
the Gatekeeper, or technical buyer, is not in favor of your sale.
Here is an example of a Gatekeeper who is not competent to make the
technical judgment about your product. He is familiar with the technology but
has not been properly educated about your product. Plus, he is unsophisticated
and does not really understand his role.
Insight for Sales Strategy can warn you to spend more time educating him
about your product and better equip him for his role in this decision process.
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