It's Not About Price: A Two Day Seminar On-Site Training

This on-site training class is also available as Public Schedule Seminar.

• How to win with value, not price.
• Are you a value-adding salesperson?
• Being marginalized. Good or bad?
• Gross Margin. It ranks with oxygen.
• How to sell the way people want to buy.

• Needs analysis: surface-level selling.
• Be an expert but don't act like one.
• What Jack Welch adds to the conversation.
• The most productive skill you can employ.
• The 70/30 Rule.

• What you sell (not products or services).
• The truth about price objections.
• Price grinders. Where to bury the bodies.
• Perceived vs. performance value.
• Your unfair competitive advantage.

• Clinch any sale with these three questions.
• 72% of all business problems relate to (---)?
• Top tips for presenting your ideas, solutions.
• Do you want to go first?
• How to help buyers hear what you have to say.

• What buyers want from you before low price.
• Purchasing agents. The lowdown.
• Who makes price the issue?
• Misfiring with your value proposition.
• Discounting: the unintended consequences.

• Up-front price vs. total cost of ownership.
• Reducing perceived risks. A big deal.
• You don't get what you don't ask for.
• The one and only ‘close' you need.
• No such thing as negative feedback?

• Premiums buyers will pay every time.
• How do you add value now?
• Five steps to selling more profitably.
• Establishing relationships that take root.
• Do a favor or ask a favor? You choose.

• How to surface concerns that kill sales.
• Defense: nailing the back door shut.
• Your Bum/Hero opportunity.
• Undivided attention. How to capture it, hold it.
• Today's five most common selling mistakes.

• Opening buyers' minds from the get-go.
• Two things you have to live with.
• Differentiate yourself or die trying.
• What buyers most like to see in you.
• Answering the unasked question.

• How and why to listen people into buying.
• Seven steps to winning more bids and quotes.
• What does customer satisfaction buy you?
• How to bullet-proof your relationships.
• Why carry competitors' business cards?

• Who or what do you compete against?
• Newton's First Law of Motion.
• Why sales degrade into no decision.
• How to help buyers decide in your favor.

• What you bring that competitors don't or won't bring.
• Understanding net gain. What it means to you.
• How to use power tools in your selling.
• Phrasing and timing that make differences.

• Too little or too much information?
• Offering options: the pros and cons.
• Preparedness. Get out what you put in.
• Onboarding decision-makers, influencers.

• Gaining insights that lead to sales.
• Four probes that pay off.
• Constructing status questions.
• Constructing issue questions.

• Your Prompt Sheet. Solid gold.
• Go or no go? It's about risks.
• What people buy are outcomes.
• The reason that sounds good vs. the real reason.

• Constructing implication questions.
• Constructing solution questions.
• Five ways to draw people out.
• How to ask better business questions.

• Why people – not companies-- buy from you.
• Active vs. latent needs: your selling opportunities.
• Where your biggest sales potential resides.
• Positioning for positive gain, negative aversion.

• Finding the opportunity in an objection.
• Preparing for and pre-empting objections.
• We're satisfied with our current supplier.
• We had a bad experience with your company.

• Finding the motive that moves a buyer.
• Newton's Third Law of Motion.
• Avoid mismatching, find agreement.
• Today's stereotypical salesperson.

• Let me think it over.
• I can get the same thing for less money.
• Your price is too high.
• How to defer answering the premature price question.

More Seminar Information