Selling Below the Price Line™
Clients and Case Studies »
Stop selling price. Sell value.
As the economy tightens down - and the uncertainty heats up, customers are more
cautious and reticent to buy than ever before. Organizations that fall into the
trap of selling price, will find themselves falling farther behind at a faster rate.
Organizations that sell value will find themselves getting more than their share
of business.
Selling Below the Price Line™ is our most intensive sales training program.
Designed specifically for equipping sales people to sell during tougher, tighter,
economically challenging times, leading clients
including Acura, AT&T, IBM, Verizon, Motorola, and New York Life, rely
on our unique approach to drive growth and sales momentum in the following areas:
- Competitive positioning
- Added profits
- Retained business
- Expanded market share
Participants Will Learn
- The psychology of the buyer
- Attitude and the importance of balance with knowledge
- Organization time and task management
- Prospecting and cold calling plus tracking techniques
- Building trust in the opening customer contact
- The discovery process and qualification techniques
- Value vs. price point sales techniques
- Discussing economics based on customer interests only
- Establishing quantified customer benefits prior to the close
- Dealing with buying resistance
- Closing the sale based on profit consequence issues selected by the customer
- Role plays and case studies
Who Should Attend?
Indirect, direct, retail, sales, and their management teams.