Top Performer: Sell Your Value Like a Pro!

In this interactive session, sales teams will learn key techniques to advance opportunities within targeted businesses and shorten the sales cycle to win business more quickly.

Articulate Value Propositions and ensure alignment with prospects and customers. How do your features ultimately benefit your customer?

1. Articulate the top five business reasons customers buy from you.
2. Describe the key value you bring to each prospect and customer.
3. Focus on key alignment of your value and prospects/customers.
4. Create a Communications Plan for each prospect and customer to proactively—rather than reactively—stay in contact and communicate the right message at every stage of the sales cycle.
5. Evaluate the need/role of PowerPoint in your Communications Plan.
6. Use the 7-Touch Marketing Strategy to keep in contact with your customers and to advance the sale.
7. Write effective sales e-mail that captures attention and bottom lines the sales message. Learn techniques that encourage prospects and customers to open, read, and respond to your sales message.
8. Own the room. Reduce apprehension and anxiety about speaking and presenting to capitalize on the face-to-face sales opportunity.
9. Review three strategies that will help you own the room, put prospects and customers at ease, and gain their trust.
10. Use WIIFM and the PAR technique—Purpose, Action, Result—to ensure customer engagement and comprehension.
11. Eliminate pitfalls that trip up even the most seasoned sales people to maintain your confidence and image during a meeting or presentation.
12. Prospect for future success: How to make prospecting and follow-up a habit.