Value-Based Selling: Overcoming Price Objections
| Start Date: |
14 Jul 2024 |
| End Date: |
18 Jul 2024 |
| Duration: |
5 |
| Fees: |
|
| Country: |
Rome / Italy
|
| Category: |
Public Relations and Customer Service
|
|
Details: |
Program Objectives:
By the end of the program, participants will be able to:
-
Integrate consultative and
value added selling into their professional practices.
-
Understand the process and psychology of the sales cycle.
-
Synchronize their selling cycle to the buying cycle of the customer.
-
Manage the value of their customers.
Program Outline:
|
The Changing Business Environment
- Turbulent Times for Companies
- Evolution of Personal Selling
- Are We Selling Something or Helping the Customer Buy?
- Personal Selling Profile
Preparation and Self Organization
- Personal Management
- Impact of Your Appearance
- Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques)
The Sales Meeting
- Functions of the Sales Presentation
- Professional Skills
- The ASAP Formula (Art, Science, Agility, Performance)
- The 7-Step Sales Process
- Overcoming Objections Which Comprise 6 Major Factors:
- Need
- Features
- Company
- Price
- Time
- Competition
- Closing Techniques
|
|
Creating Rapport through Communication
- Purpose of Communication
- Elements of Communication with Others
- Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)
Managing the Customer Relationship
- Service Beliefs and Philosophy
- Basic Attributes of a Positive Attitude
- Value of Your Customer and How You Manage It
- Causes of Customer Attrition
- How to Respond to Different Buyers and Different Personalities
|
|
