Selling Value, Overcoming Price

TopLine Leadership, Inc.
Training overview
Corporate / Group Training
On-site
Start dates
United States of America
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TopLine Leadership, Inc.

Course description

Selling Value, Overcoming Price

It’s easy for salespeople to get caught up in a price trap, where the customer is pitting competitors against each other to see who can offer the cheapest price. Avoiding this trap is key to closing more sales and developing the ability to upsell – make a bigger sale – to the customer. 

To sell value, salespeople must ask more and better questions that uncover the ripple effects of customer problems. That will help the customer understand that the impact of your company’s solution would be greater than originally thought. This results in greater urgency for decision-makers, resulting in faster buying cycles.

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Training content

This course teaches key skills needed for conducting value–based selling including:

  • Developing a deep knowledge of the customer and their situation
  • Using a diagnostic questioning approach and active listening to help the prospect expand their understanding of the full cost of the problem or value of an opportunity
  • Helping customers understand the full cost of inaction
  • Creating greater urgency to buy

Why choose TopLine Leadership, Inc.?

22% improvement in a wide range of sales management skills reported

85% of salespeople report being more competent in their job

Our trainers are experienced in selling, sales management, and course delivery

About TopLine Leadership, Inc.

TopLine Leadership, Inc.

TopLine Leadership, Inc.

TopLine Leadership offers sales manager training and consultative sales training to companies around the globe. We have trained more than 35,000 sales managers and tens of thousands of salespeople. Our sales management training program—Sales Coaching & Leadership—offers sales managers a...


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Contact info

TopLine Leadership, Inc.

200 S. Virginia
#800
89501 Reno Nevada

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www.toplineleadership.com

Reviews

Average rating 4.6

Based on 11 reviews

John H., Ply Gen
(4)
This is an effective way to demonstrate buying and selling process in terms of the buyer's perspective.
Eric H., Ply Gem
(5)
[It was most helpful] to learn about listening and asking additional questions, drilling down [with the prospect.] Very thorough and applicable.
Anonymous, Ply Gem
(4)
I realized that [asking more] questions early on will help me close later on. Don't focus on costs right away.
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