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Program
Outline |
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| Description: |
| Every sales professional knows that selling 'features' doesn't work. But most are still stuck at the next step - selling 'benefits'. Benefits, though, aren't enough. What customers are looking for is Results. We know that people only buy two things: solutions to problems and good feelings. Learning to sell results addresses those two motivations directly. This program explains this concept in detail, and teaches the members of your Sales Team how to develop models for each of your products or services that show: Product or Service - All of its features - All of the benefits for each of those features - All of the results for each of those benefits. Not only will your Team be focusing in more effectively on what matters to your potential customers, but they will also experience a huge surge in confidence about their knowledge of your business!
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| Learning
Outcomes: |
Your Sales Team will learn:
- the basic psychology of buying
- how to define and articulate the 3 levels of the hierarchy of sales points - features, benefits and results
- how to develop a model for each one of your products or services - identifying features, a list of benefits for each feature, and a list of results of each benefit
- how to match that list to a list of typical needs expressed by your company's existing customers
- how to conduct a results-focused meeting or sales
presentation
- and more!
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| Details: |
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in-person
workshop |
teleclasses
or e-courses |
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| Type
of program: |
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yes |
yes |
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| Duration: |
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1/2
day |
3
x 1
hour |
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| Target
Audience: |
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Sales Representatives and their Managers
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| Class |
minimum |
12 |
12 |
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| Size: |
maximum |
24 |
16 |
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| Article
Available: |
- Benefits Don't Cut It Any More! Selling Results™ is Where It's At! (1000 words)
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Order
this course for your team now:
call 1-888-201-2200
download
course info
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