Value Selling Strategies P.R.O.S.P.E.C.T. Model: Prevent Price

Value Selling Strategies P.R.O.S.P.E.C.T. Model: Prevent Price Objections by Selling Value

Selling VALUE gets easier with the right tools and an incredibly flexible structure to guide the process. The VSS P.R.O.S.P.E.C.T. Modelâ„¢ provides the latest knowledge, skills and strategies to accomplish this goal. In the Value Selling Strategies process, the actual selling is done during a strategically designed interview structured around major closing strategies. It is designed to PREVENT most common sales stopping objectives.

â€¢ Use a sales interaction model guided by the psychological buying process
â€¢ Qualify and disqualify prospects based on the profile of your most profitable customers
â€¢ Identify the real buying influences and decision makers
â€¢ Guide the prospect to discover the value of your products and services
â€¢ Avoid common pitfalls of presenting solutions after discovering needs
â€¢ Move the pressure of time and priority from you to the prospect
â€¢ Prevent most common objections, especially price
â€¢ Help the prospect set the product / service selection criteria (specifications)
â€¢ Identify your unique and distinctive selling points in each sales situation
â€¢ Work with a list of 80 areas where commodity sellers differentiate themselves
â€¢ Be forewarned about which objections you must neutralize
â€¢ Include your unique and distinctive selling points in the selection buying criteria
â€¢ Help the prospect rule-out and lock-out the competition for you
â€¢ Discover priority buying motives
â€¢ Let the prospect make the â€œclaimsâ€ for the benefits rather than you
â€¢ Rehearse the prospect to sell internally for you when youâ€™re not around
â€¢ Create change resistant attitudes favorable to your unique and distinctive selling points
â€¢ Structure your sales interaction around major closing strategies
â€¢ Block the competition between calls with these three techniques
â€¢ Set the agenda action items and set up your next meeting to advance the sale
â€¢ Use the interim action plan closing strategy to help the prospect carry out steps in the sales process between contacts
â€¢ Use the meeting agenda setting process to pre-close on key steps in the sales process
â€¢ Use the Criteria Driven Presentation to establish trust and rapport with those you didnâ€™t meet during the sales interviewing process
â€¢ Present your product/service to the prospectâ€™s selected criteria
â€¢ Structure you presentation around major closing strategies
â€¢ Use a personality based closing strategy that works consistently with both ends of the decision making continuum
Country USA
Manufacturer Sales Training International
Binding Kindle Edition
ReleaseDate 2012-12-25
Format Kindle eBook

Country	USA
Manufacturer	Sales Training International
Binding	Kindle Edition
ReleaseDate	2012-12-25
Format	Kindle eBook

Value Selling Strategies P.R.O.S.P.E.C.T. Model: Prevent Price Objections by Selling Value

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