This is an effective way to demonstrate buying and selling process in terms of the buyer's perspective.

[It was most helpful] to learn about listening and asking additional questions, drilling down [with the prospect.] Very thorough and applicable.

I realized that [asking more] questions early on will help me close later on. Don't focus on costs right away.

There are things I can put into practice. I have to make sure I have addressed what [my customers] tell me.

Very informative. Enjoyed personal stories where they applied. The instructor was great!

Kevin was very knowledgeable and passionate about teaching. It was very enlightening to learn selling from the buyer's process and perspective.

Great content, pace, and interaction.

Easy to understand. The role-playing put me in real-life scenarios. They were very helpful.

An eye-opening seminar.I need the most help pulling information out of customers by asking the right questions.

Bridging the "fear gap" to get to negotiation was very insightful. Not a typical sales training.

I have to shift the focus from "price" to "value and service." A solid, informative class.

It was interesting and informative. [Asking more] questions allows you to overcome objections.

Kevin understands the sales process in depth and organized an approach that provides structure.

Learning how to help customers discover our differentiators was most helpful.

I will be better prepared to make effective presentations.

A different & better way of looking at the sales process. Eight months after training my team is 100% on-board with this program. We're better at establishing our value and enla...

A different & better way of looking at the sales process. Eight months after training my team is 100% on-board with this program. We're better at establishing our value and enla...

I did my best to slow them down by asking the Assistant Superintendent budget questions that they hadn’t previously answered. That was a win because I’ve been trying to get an i...

I learned how to probe for the 2nd need… and show customers the pain of staying with their current solution or no solution at all

Having a list of *meaningful* questions that we can use to plant seeds for positioning our product was a great exercise to practice. I also think that will be very helpful once ...

[The tool in the course] helps me structure conversations with buyers and summarize the conversation while at the same time pushing the decision criteria toward our advantage.

[loved the definition around the different types of needs customer have: problem, solution, and due diligence. I applied that in a meeting right after I got back in my territory...

What made it powerful was it was simple and had easy things to follow and incorporate into our daily calls. I also appreciated how Kevin had us role play.

Getting the customer to go back to the initial stages to re-examine, re-prioritize, re-define their need/s will broaden and strengthen our win rate.

I understand better that I need to involve more people-- particularly lower level individuals--to ensure buy-in. I also need to identify anti-sponsors.