It's Not About Price: Value Selling in Today's Markets
Walt Slaughter Associates/ SellMoreNow Seminars
Delivery Method
Seminar
Target Audience
This seminar applies to all sales personnel
Summary
Expand upon your selling skills and add know-how in one unforgettable day with sales consultant and trainer Walt Slaughter.
Description/Agenda
Ramp up or hunker down in today's market? Choose to ramp up, and you will want to add Walt Slaughter's Value Selling strategies, tips and techniques to your toolbox. All will help you sell more profitably and to increase market share. Hear how to make value, not price, the issue in a program that Sales & Marketing Management calls
"a seminar worth your staff's time and money".
Research shows that 93% of all customers seek value when they buy and that, in part, value is based upon the quality of a buyer's relationship with a supplier.
Sell easier and more profitably as you discover:
- 15 things that buyers want from you before low price.
- Why most salespeople don't score with their value propositions.
- How to book 50% or more new business on non-price issues.
- How to clinch any sale with three questions.
- How to side step the commoditization trap.
- How to differentiate your products and services from competitors'
offerings.
- How to capture buyers' undivided attention (no small thing today).
- How to react when it is about price.
- The single most effective "close" you can use.
- How to sell to each buyer's value perceptions.
- Ways to make an instant ally of virtually every prospect.
- How to avoid making today's five most common selling mistakes.
- How to bullet-proof your customer base.
70% or more of all B2B buyers are not especially price sensitive. Learn what buyers want from you and how to become their GO TO supplier. You will create scores of new sales and profit opportunities!
More value-selling ideas that you will take away and put to work:
- Five little-known tips for winning more bids and quotes.
- How to respond when a buyer says that he can get the same
thing for less.
- How not to telegraph that your price is negotiable.
- Why never to be first to present your product or service
solution(s).
- When asking a favor beats doing a favor every time.
- How to minimize -- even eliminate -- RISK on the part of the
buyer.
- Three ways to defer discussing price prematurely.
- How to maintain gross margin when faced with competitive
pressure.
Whatever your branch of business, you will build upon your sales skills in this
fast-paced and interactive learning experience with Walt Slaughter.
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