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ACE Value Selling is based on a sales model that will quickly identify needs, establish the value of the solution and set expectations for the solution that only the seller can meet.
Course Objectives
- Learn to set priority appointments
- Use voice mail as an effective advertisement that will generate call backs
- Rapidly establish trust and rapport
- Qualify prospects and identify key decision makers
- Convert screeners and gatekeepers into coaches
- Prevent common initial contact objections ("not interested." "already have someone," etc.)
- Quickly identify needs only you can fill
- Prevent the price objection
- Use "add-on" selling procedures to grow the sale and ensure customer satisfaction
- Structure the sales interaction around major closing strategies
Course Content
- Profile the customer
- Research buying motives
- Contact by telephone
- Voice mail strategies
- ACE Value Selling Model
- Add-on selling
- Closing strategies
- Objection Prevention and Response
- ACE checklist
Course Length: Two to Three day versions based on emphasis and experience level of sellers
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