It's Not About Price: Value Selling in Today's Markets Part 1
It's Not About Price: Value Selling in Today's Markets Part 2
It's Not About Price: Value Selling in Today's Markets Part 3
It's Not About Price: Value Selling in Today's Markets Part 4
Sales Training Suite
Preparing for Sales Activities Course
Author: Sell More Now
Why do 18% of all salespeople sell more profitably and move more product than their associates? You'll find that answer plus 52 more right here. It's four hours of online training that your people can do on their terms and at their pace. They can call it up when and where they want. And, expect e...
SESSION ONE HIGHLIGHTS
ï¬ Are you a value-adding salesperson?
ï¬ Perceived value vs. performance value;
ï¬ The trouble with value propositions;
ï¬ Marketplace R&R: research and realities;
ï¬ What you should sell vs. what you do sell;
ï¬ When sellers make price the issue;
ï¬ The disadvantages to discounting;
ï¬ Premiums that buyers will pay.
SESSION TWO HIGHLIGHTS
ï¬ How to add value and get paid for it;
ï¬ Differentiate your offerings or die trying;
ï¬ How not to trip the commodity trap;
ï¬ 15 things buyers want before low price;
ï¬ When asking a favor beats doing a favor;
ï¬ Put-offs to decision-makers;
ï¬ A little-known secret to connecting with people;
ï¬ What buyers most like to see in salespeople.
SESSION THREE HIGHLIGHTS
ï¬ The selling skill you most want to build on;
ï¬ Bullet-proofing your customer base;
ï¬ How to clinch any sale with three questions;
ï¬ Top tips for presenting your ideas or proposal;
ï¬ How to minimize buyers' perceived RISK;
ï¬ The single, most effective "close" you can employ;
ï¬ Why welcome unfavorable feedback?
ï¬ What does customer satisfaction buy you today?
SESSION FOUR HIGHLIGHTS
ï¬ How to answer the premature price question;
ï¬ Dealing with a legitimate price objection;
ï¬ How not to make today's most common selling mistakes;
ï¬ Responding to "I can get the same thing for less";
ï¬ How to capture and hold a buyer's undivided attention;
ï¬ Six ways to win more bids and quotes;
ï¬ Helping people hear what you have to say;
ï¬ How to become an 18 percenter.