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Create
Unique Value Selling Propositions to Engage the Prospect or Client
Delivery methods:
- Instructor lead on-line training
- One-on-one coaching
- National / annual associate meeting topics with break out sessions
- Classroom instruction emphasizing technique practice with role-plays
and case studies
At the conclusion of
this selling value proposition training participants will be able
to:
- Present an innovative solution that will differentiate their
products and services from the competition.
- Apply business acumen: know how the prospect makes money.
- 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 takeaway 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. The value proposition sales training
seminar will help you differentiate from the competitors and determine
if a prospect is really interested. Also discussed are the negotiation
tactics and gambits used by some prospects when they aren't really
interested and try to just "steal" a deal. Value proposition
sales training provides skills in knowing when to make the first
offer, how to give and ask for concessions, and when to walk away
from a deal.
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