Page Top Relating and Reinforcing Benefits - It's all about Value
People don't buy "things", they buy what those "things" do for them or their organization. When the benefits of what you are selling are expressed in just the right ways, you increase your ability to close the sale. In this course you will learn the difference between features and benefits, how to relate these benefits to the prospect's needs, when and how to use proof and visuals and how to equate all of this to value.
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Presenter: Ron Jones
End Date: 10/28/10
Time: 06:00 PM - 09:00 PM
Fee: $85
Workshop Number: RBI-094
Page Top Certificate in Critical Selling Skills
If you are a sales professional interested in improving your performance and developing long-lasting profitable client relationships, this course is for you! If you are new to sales and would like to learn what it takes to succeed in this lucrative profession this course if for you! Critical Selling Skills provides sales professionals with the most effective sales skills and strategies uniquely suited for today’s challenging business environment. Through this sales training program, sales professionals learn how to adopt a consultative selling approach and become more than just a salesperson to clients…you become a trusted advisor, thus differentiating yourself from every other salesperson. In this program you will be immersed in role play and interactive exercises in the state of the art Russ Berrie Sales Laboratory at William Paterson University of New Jersey. This is a fun, fast-paced and in-depth series of courses designed to cover the essential skills you need to succeed in sales.
Benefits to Sales Professionals...
- Learn what it takes to be a successful sales professional in today’s competitive marketplace.
- Plan for and open interactions with clients that stimulateinterest and begin the rapport-building process.
- Engage clients in a “Need-Based” dialogue to accurately discover a client’s full range of needs.
- Present a compelling solution that meets the client’s needs.
- Learn when and how to move the sales process forward and gain client commitment.
This certificate is awarded to students who successfully complete the 6 courses listed below:
- High Impact Prospecting
- Meet and Greet – Opening the Sales Call
- The Discovery Process – Questioning and Listening
- Relating and Reinforcing Benefits – It’s all about value
- Handling and Overcoming Objections
- Closing the Sales – Hearing yes more often
Page Top Certificate in Critical Selling Skills
If you are a sales professional interested in improving your performance and developing long-lasting profitable client relationships, this course is for you! If you are new to sales and would like to learn what it takes to succeed in this lucrative profession this course if for you! Critical Selling Skills provides sales professionals with the most effective sales skills and strategies uniquely suited for today’s challenging business environment. Through this sales training program, sales professionals learn how to adopt a consultative selling approach and become more than just a salesperson to clients…you become a trusted advisor, thus differentiating yourself from every other salesperson. In this program you will be immersed in role play and interactive exercises in the state of the art Russ Berrie Sales Laboratory at William Paterson University of New Jersey. This is a fun, fast-paced and in-depth series of courses designed to cover the essential skills you need to succeed in sales.
This certificate is awarded to students who successfully complete the 6 courses listed below:
1. High Impact Prospecting
2. Meet and Greet - Opening the Sales Call
3. The Discovery Process - Questioning and Listening
4. Relating and Reinforcing Benefits - It's all about value
5. Handling and Overcoming Objections
6. Closing the Sale - Hearing "Yes" More Often