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.
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 offers sales manager training and sales training to companies around the globe. We have trained more than 35,000 sales managers and tens of thousands of salespeople. Our new online sales management training program—The Sales Manager’s Guide to Greatness—helps...
Contact this provider
Contact info
TopLine Leadership, Inc.
Reviews
Average rating 4.6
Based on 11 reviews.
Have a question about this course? Fill out this form and the provider will get in touch with you shortly
This is an effective way to demonstrate buying and selling process in terms of the buyer's perspective.