Value Sales
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Value Sales
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2 days
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For seasoned, experienced sellers. Value Sales focuses on the initial stages of the sale and how to create curiosity and interest early in the sales cycle - in order to be the first to create the buyers vision. The reality of a sales environment is often that we spend more time selling internally to out own companies than we spend with our customers, meaning it is even more important to move the customer forward in each call. Value Sales focuses above all on the concept of Value. What value means to the customer and how we can use it to aid us in our sales activities.
SEMINAR PARTICIPANTS LEARN TO:
· DEVELOP VALUE STATEMENTS
· DEVELOP BUSINESS PLANS WITH THE CUSTOMER (SMB)
· QUALIFY OPPORTUNITIES
· ASSESS OPPORTUNITIES AND MAKE GO NO-GO DECISIONS
· USE CONTROL MECHANISMS TO PUSH THE SALE FORWARD AND IDENTIFY POWER
· PRESENT AND DEVELOP WIDER SOLUTION RANGES
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