COURSE CONTENT
MODULE 1 – SELLING BENEFITS
Redefining your product by analysing the Features, Advantages and Benefits (the FAB factor).
Redefining the 6 main benefits of your product.
MODULE 2 – THE UNIQUE FACTOR OF YOUR
COMPANY/PRODUCT
Analysing the various unique offerings of your product/company that will stand up in the mind of the prospect/customer.
MODULE 3 - OFFERING VALUE-ADDED SERVICES
The right approach to deriving value-added services.
The 5 conditions that make up value-added services.
MODULE 4 – NEGOTIATING OBJECTIVES – “OURS”
& “THEIRS”
Be aware of the MUSTS and WANTS.
Creating a negotiation objective matrix before meeting the prospect.
MODULE 5 – ASSESSING LEVERAGES AND
LIMITATIONS
Analyse your own leverages and limitations
Analyse your prospect’s leverages and limitations.
The 7 areas to explore for sales leverage.
MODULE 6 - OVERCOMING SALES RESISTANCE
“YOUR PRICE IS TOO HIGH!”
Highlighting the pitfalls, 13 selling strategies and 3 closing strategies so required to close the sale.
[If time permits, role-play will be carried out on selected participants]