Strategic Sales Interview

• Use a sales interaction model that puts each of the 10 "Buyer Beliefs" in place
• Identify the real buying influences, decision makers and buying process
• Guide the prospect to discover the value of your product/service
• Avoid common pitfalls of presenting solutions after discovering needs
• Create a sense of urgency for the prospect to own your product and service
• Prevent most objections including price
• Help the prospect set the product/service selection buying criteria
• Include your unique and distinctive selling points in the criteria
• Let the prospect rule-out and lockout the competition for you
• Discover priority buying motives
• Let the prospect make the claims of performance, rather than you
• Rehearse the prospect to sell internally for you
• Structure your sales interactions around major closing strategies

Interim Action Plan

• Prevent competition from invading between contacts
• Set the action items as your next call objective
• Use the interim close to set your next meeting
• Continually advance the sale

The Value Proposition

• Enable the buyer to systematically rule out the competition
• Present your product/service to the customer's selected criteria
• Structure your presentation around major closing formats

Prevent and Respond to Objections

• Prevent most objections from occurring by putting the 10 Buyer Beliefs in place
• Respond effectively to objections with a powerful three-step process
• Utilize a master list of 85 sales stopping objections along with prevention and response strategies already developed and being used successfully in the field

The best sales training course I have ever attended! Sound theory, irrefutable logic, presented in a concise, professional manner.
- Bill C, The Woodlands, TX

This was the best course I've ever taken. I used the skills taught two days later on a very large deal... and won.
- Jim P., Sales

For me it was great experience and first sales training on higher level. Especially the 2 form-sheets, competitor analysis and the prospect spreadsheet for each major customer will help to organize better the preparation of each customer-call and will grow as a "ground-database".
- Andreas Z., Regional Sales Manager, United Kingdom

I consider the Value Selling Strategies as a "unique course." It is interactive, dynamic, extraordinary methodology, accurate resources. It becomes a challenge for everybody.
- Desiree L., Sales Engineer, Hollywood, FL

Very well structured, comprehensive, useful, well conducted. The most profitable part was the group's dynamics where we could test our ability to put in place the learned concepts. We are developing this course in the Portuguese language. Thanks for the coaching processes you did for me.
- Claudiney Fullmann, President, Educator, Brazil

After being in sales for 20 years, I was very skeptical, but after 3 days, I was sold. Looking back on my experiences made me realize that I knew what to do, Value Selling Strategies gave me the method to do it. The psychological background added enormously to the course. I will be back for more courses!
Richard P. C, Sales Representative