View
65
Download
0
Category
Preview:
DESCRIPTION
This presentation deals with the age old problem of customer focus on PRICE. What about value? How is it that so many salespeople are dragged into a price debate before creating trust, completing discovery and establishing what the prospect values? Lack of training. This program brings the topic into clear focus.
Citation preview
WHAT OUR CUSTOMER SEES
WHAT WE MUST SELL
PRICE
VALUE
• YOUR LIST GOES HERE – • Promotion• YOU• Location• Benefits• Support• Others -----
• FEATURE
• BENEFIT
• AGREEMENT
• EQUALS
• VALUE
• F+B+A = VALUE!
TRUST Discovery Solution Economics CLOSE
C = (COMMUNICATE)A = (AGREE AND EDUCATE)R = (REFER TO EXPERIENCE)E = (EXPECT THE SALE)
1. ASK questions, don’t just answer them. We are NOT an information center – we are an expo center open for business.
2. Expect the customer to book the event from YOU and SOON.
3. ACT on those expectations!
1. BE the solution
2. Match the solution to the customers desires
3. Always offer options
4. Always expand the sale –
5. Ask about the customer’s awareness of all our benefits
1. Don’t give away the profit
2. Don’t be so quick to discount anything
3. Offer more VALUE, not less cost
4. Discounts come off our bottom line – value goes onto the customer’s
Agree and educateWhen dealing withobjections
THE LETTER “C” LOSINGTHIS LETTER STANDS FOR:
• COMPETITIVE EDGE
• CUSTOMER CONFIDENCE
• CARE
THE LETTER “C” LOSINGTHIS LETTER STANDS FOR:
• COMPETITIVE EDGE
• CUSTOMER CONFIDENCE
• CARE
• Good Value
• Personal Experience
• Satisfaction
• Bragging Rights
• A Single Point of Contact
• AGREE with viewpoint, not with conclusion • Empathy vs. Sympathy• Offer to assist then do so• Educate when needed• Verify satisfaction
Powerful VALUE Message From the Nation’s Number ONE Speaker on How to Deliver Value at All Levels of Your Organization!
The Right Speaker With the Right Message –
Will Robertson
Recommended