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PR & Customer Service


Value-Based Selling: Overcoming Price Objections


REF: R5021  DATES: 11 - 15 Mar 2018  VENUE: Amman (Jordan)-Vip Business Center  FEE: 2500 

Overview:

Program Objectives:

By the end of the program, participants will be able to:

  • Integrate consultative and value added selling into their professional practices.
  • Understand the process and psychology of the sales cycle.
  • Synchronize their selling cycle to the buying cycle of the customer.
  • Manage the value of their customers.

 

This Program is designed for:

Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person. This program is worth 25 NASBA CPEs.

Program Outline:

The Changing Business Environment

  • Turbulent Times for Companies
  • Evolution of Personal Selling
  • Are We Selling Something or Helping the Customer Buy?
  • Personal Selling Profile

Preparation and Self Organization

  • Personal Management
  • Impact of Your Appearance
  • Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques)

The Sales Meeting

  • Functions of the Sales Presentation
  • Professional Skills
  • The ASAP Formula (Art, Science, Agility, Performance)
  • The 7-Step Sales Process
  • Overcoming Objections Which Comprise 6 Major Factors:
    • Need
    • Features
    • Company
    • Price
    • Time
    • Competition
  • Closing Techniques

 

Creating Rapport through Communication

  • Purpose of Communication
  • Elements of Communication with Others
  • Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)

Managing the Customer Relationship

  • Service Beliefs and Philosophy
  • Basic Attributes of a Positive Attitude
  • Value of Your Customer and How You Manage It
  • Causes of Customer Attrition
  • How to Respond to Different Buyers and Different Personalities

 

COURSE DATES
11 - 15 Mar 2018
COURSE REF
R5021
VENUE
Amman (Jordan)
Address
Vip Business Center
COURSE FEE
2500 

Vip Business Center

Vip Business Center

COURSE REF: R5021

Value-Based Selling: Overcoming Price Objections

Amman (Jordan)

COURSE DATES: 11 - 15 Mar 2018
Address: Vip Business Center
COURSE FEE: 2500 

BOOKING INQUIRY
 

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