Value Selling Strategies P.R.O.S.P.E.C.T. Model - deGroot, Robert
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This book is specifically designed for those who sell solutions to their customers' problems and do so in an intensely competitive market. For most sellers, "Consultative Value Selling" models provide the core selling skills needed to thrive in this type of environment. The more intense the competition, the more sellers lean toward models that will enable them to understand their competitors in a different way and use that knowledge to win sales where others are stopped by preventable objections. The Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) is structured to establish each of the…mehr

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This book is specifically designed for those who sell solutions to their customers' problems and do so in an intensely competitive market. For most sellers, "Consultative Value Selling" models provide the core selling skills needed to thrive in this type of environment. The more intense the competition, the more sellers lean toward models that will enable them to understand their competitors in a different way and use that knowledge to win sales where others are stopped by preventable objections. The Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) is structured to establish each of the critical 10 Buyer Beliefs that when missing or weak, cause your objections. Sales professionals use this model every day to prevent objections from stopping or stalling their sales. In the Value Selling Strategies (VSS) process, the actual selling is done during a strategically designed interview structured around major closing strategies. It is designed to PREVENT most common sales stopping objectives. It does this by establishing each of the critical Buyer Beliefs, that when missing or weak, cause objections. Selling VALUE gets easier with the right tools and an incredibly flexible structure to guide the process. The Value Selling Strategies P.R.O.S.P.E.C.T. Model(TM) (VSS) provides the latest knowledge, skills, and strategies to accomplish this goal. * Use a sales interaction model guided by the psychological buying process * Qualify and disqualify prospects based on the profile of your most profitable customers * Guide the prospect to discover the value of your products and services * Avoid common pitfalls of presenting solutions after discovering needs * Move the pressure of time and priority from you to the prospect * Prevent most common objections, especially price * Identify your unique selling points in each sales situation * Help the prospect set the product/service selection criteria (specifications) that include your Unique Selling Points * Be forewarned about which objections you must neutralize * Help the prospect rule-out and lock-out the competition for you * Let the prospect make the "claims" for the benefits rather than you * Rehearse the prospect to sell internally for you when you're not around * Create change-resistant attitudes favorable to your Unique Selling points * Structure your sales interaction around major closing strategies * Block the competition between calls with these three techniques * Set the agenda action items and set up your next meeting to advance the sale * Use the Customer Value Proposition to establish trust and rapport with those you didn't meet during the sales interviewing process * Present your product/service to the prospect's selected criteria * Structure your presentation around major closing strategies * Use a personality-based closing strategy that works consistently with both ends of the decision-making continuum * Close more sales without discounting Quick to learn, easy to use, and incredibly effective over the phone or in-person.
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