{"product_id":"2940149271511","title":"Value Selling Strategies P.R.O.S.P.E.C.T. Model","description":"Selling VALUE gets easier with the right tools and an incredibly 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. It is designed to PREVENT most common sales stopping objectives.\u003cbr\u003e\u003cbr\u003eLearning Objectives:\u003cbr\u003e • Use a sales interaction model guided by the psychological buying process\u003cbr\u003e • Qualify and disqualify prospects based on the profile of your most profitable customers\u003cbr\u003e • Identify the real buying influences and decision makers\u003cbr\u003e • Guide the prospect to discover the value of your products and services\u003cbr\u003e • Avoid common pitfalls of presenting solutions after discovering needs\u003cbr\u003e • Move the pressure of time and priority from you to the prospect \u003cbr\u003e • Prevent most common objections, especially price\u003cbr\u003e • Help the prospect set the product \/ service selection criteria (specifications)\u003cbr\u003e • Identify your unique and distinctive selling points in each sales situation\u003cbr\u003e • Work with a list of 80 areas where commodity sellers differentiate themselves\u003cbr\u003e • Be forewarned about which objections you must neutralize\u003cbr\u003e • Include your unique and distinctive selling points in the selection buying criteria\u003cbr\u003e • Help the prospect rule-out and lock-out the competition for you\u003cbr\u003e • Discover priority buying motives\u003cbr\u003e • Let the prospect make the \"claims\" for the benefits rather than you\u003cbr\u003e • Rehearse the prospect to sell internally for you when you're not around\u003cbr\u003e • Create change resistant attitudes favorable to your unique and distinctive selling points\u003cbr\u003e • Structure your sales interaction around major closing strategies\u003cbr\u003e • Block the competition between calls with these three techniques\u003cbr\u003e • Set the agenda action items and set up your next meeting to advance the sale\u003cbr\u003e • Use the interim action plan closing strategy to help the prospect carry out steps in the sales process between contacts\u003cbr\u003e • Use the meeting agenda setting process to pre-close on key steps in the sales process\u003cbr\u003e • Use the Criteria Driven Presentation to establish trust and rapport with those you didn't meet during the sales interviewing process\u003cbr\u003e • Present your product\/service to the prospect's selected criteria\u003cbr\u003e • Structure you presentation around major closing strategies\u003cbr\u003e • Use a personality based closing strategy that works consistently with both ends of the decision making continuum","brand":"Robert DeGroot","offers":[{"title":"Default Title","offer_id":47149045219568,"sku":"2940149271511","price":9.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940149271511_p0.jpg?v=1764003546","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940149271511","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}