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"Tell me and I forget. Teach me and I remember. Involve me and I learn."
--- Benjamin Franklin

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

Create Unique Selling Value Propositions to Engage the Prospect or Client

At the conclusion of this selling value proposition training participants will be able to:

• Identify the decision criteria process based on benefits to gain or losses to avoid.
• Describe the ideal situation and the value to the prospect.
• Use take-away techniques to gauge the degree of value to the prospect.
• Use an advanced fact-finding process to quickly have the prospect or client prioritize their concerns and opportunity value.
• Develop a value based solution supported by hard dollar savings or anticipated revenue stream.
• Demonstrate trial closing techniques to conditionally gain agreement to a solution recommendation.

As the competitive environment becomes crowded with global companies, the value proposition must be more than "the biggest" or "been around the longest" to gain entry to the decision maker. Customer contact people, from the customer service representative to the CEO, need to be able to articulate and sell the value proposition that is unique to that prospect or client. Marketing can't do this alone. Customer contact people must be engaged and expected to adapt a financially oriented selling value proposition to the individual client or prospect.

Get more details on Selling Value Proposition Training