Value Selling Strategies P.R.O.S.P.E.C.T. Model course

Value Selling Strategies P.R.O.S.P.E.C.T. Model

Selling VALUE gets easier with the right tools and a flexible structure to guide the process. The VSS P.R.O.S.P.E.C.T. Model provides the latest knowledge, skills and strategies to accomplish this goal. In the Value Selling Strategies process, the actual selling is done during a strategically designed interview structured around major closing strategies and is designed to prevent most common sales stopping/stalling objections.

Strategic Sales Interview

Use a sales interaction model that is guided by the psychological buying process
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
Respond effectively to objections with a powerful three-step process
Utilize a master list of 85 sales stopping objection prevention and response strategies

Materials and Support for this Workshop

Workshop manuals (2)
Audio tape or CD ROM set
Skill Reinforcer Newsletters
Twelve month telephone and mail consultations

Course Length: 3 + days
*Note: 3.5 day and a 4 day version are available when additional time is to be invested in completing competitor analysis, working on objection prevention and response strategies modified role plays are added, language barriers, focusing on a specialized or unusual client base, etc..

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