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

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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)
  • Twelve month access to www.LearnSellingOnline.com
  • Download skill reinforcement audio from web-site
  • Twelve months e-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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