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

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