Seminar Outline:
Your product has wonderful features which function in amazing ways that can
improve your customer’s quality of life. Unfortunately, that is no longer the
selling advantage it used to be. The market is flooded with excellent products
boasting wonderful features that produce amazing results. Your customer now has
a vast array of choices that are extremely similar in function and price. What
you need is an edge that will keep you one step ahead of the competition. In a
word, what you need is VALUE your customer will appreciate. Whenever and however
you can show your customer how the feature and the advantage of your product
will provide for a him a personal benefit that he will VALUE, selling almost
takes care of itself.
Our one-day Value-Added Selling Skills class is designed to give you
an intensive crash course in the art of value-adding selling. Using discussions,
small-group exercises, role-plays and personal coaching to provide immediate
feedback, you will receive hands-on practice in the latest value-added selling
techniques. You will learn how to employ effective interview skills to help you
understand your customer’s needs and desires. You will also discover how to
tailor your selling approach to appeal effectively to different behavioral
styles. We will also help you match the customer’s position in the buying cycle
to your corresponding response in a helpful selling-steps cycle. The result will
be not only more sales, but sales at a better price, and more repeat business to
boot.
Seminar Objectives:
Participants in the
"Value-Added Selling Skills"
seminar will learn to:
- Sell long-term relationships instead of just discounting
the price
- Use interview skills to build trust with clients instead of “pushing
products”
- Relate to different buyer types and behaviors
- Differentiate your product/service and company in a competitive selling
environment
- Use ten different closing techniques at the appropriate times
- Identify opportunities to add value to your customer’s business
- Employ interview skills to discover strategies that will deliver
advantages over the competition and solutions for your clients
- Offer creative solutions and options
- Follow a post-sales analysis process to develop important data for your
company
- Successfully implement every aspect of the face-to-face, Value-Added
Selling process
- Understand when and why buyers buy
- Become a superb listener
Private Group Sales Training: Group sales training can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Seminars: Individuals are invited to
participate in monthly seminars held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of this training seminar.
