Value Selling Strategies P.R.O.S.P.E.C.T. Model: Designed For Complex Sales and Consultative Value Selling (Sales Excellence Book 6)

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. Modelâ„¢ 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.

• Use a sales interaction model guided by the psychological buying process
• Qualify and disqualify prospects based on the profile of your most profitable customers
• Identify the real buying influences and decision makers
• Guide the prospect to discover the value of your products and services
• Avoid common pitfalls of presenting solutions after discovering needs
• Move the pressure of time and priority from you to the prospect
• Prevent most common objections, especially price
• Help the prospect set the product / service selection criteria (specifications)
• Identify your unique and distinctive selling points in each sales situation
• Work with a list of 80 areas where commodity sellers differentiate themselves
• Be forewarned about which objections you must neutralize
• Include your unique and distinctive selling points in the selection buying criteria
• Help the prospect rule-out and lock-out the competition for you
• Discover priority buying motives
• Let the prospect make the “claims” for the benefits rather than you
• Rehearse the prospect to sell internally for you when you’re not around
• Create change resistant attitudes favorable to your unique and distinctive selling points
• Structure your sales interaction around major closing strategies
• Block the competition between calls with these three techniques
• Set the agenda action items and set up your next meeting to advance the sale
• Use the interim action plan closing strategy to help the prospect carry out steps in the sales process between contacts
• Use the meeting agenda setting process to pre-close on key steps in the sales process
• Use the Criteria Driven Presentation to establish trust and rapport with those you didn’t meet during the sales interviewing process
• Present your product/service to the prospect’s selected criteria
• Structure you presentation around major closing strategies
• Use a personality based closing strategy that works consistently with both ends of the decision making continuum