BMW makes cars, but they talk about (sell) prestige and performance! Volvo sells safety.
What are you selling?
Hopefully it's more than just features, technology, and price.
In this program we will discuss the challenges of dealing with customers and prospects who
focus on price and who tend to "commoditize" our products and services. We will also identify
the challenges faced by sales executives who tend to focus on products rather than value.
We will also identify ways of:
- Establishing customer-centric value
- Uncovering true needs
- Identifying core and hidden needs
- Determining the real buying criteria
- Anticipating objections
In addition, we will help participants develop the skills of listening and of
presenting the most appropriate benefits and solutions as part of the value equation. We
will also present proven concepts relative to effectively planning key customer or
prospect contacts, and illustrate why this practice results
in increased sales and long-term success.
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