Precision Selling
Perils of Selling on Price
The Perils of Selling on Price.
Why are some customer able to perceive the value in what you have to offer, whilst others never do?
Your customers will only want your product or service if they can truly understand its value to them, and associate to those benefits.
In this powerful session, you will learn the skills and techniques for facilitating your buyer to perceive the full value for them in your product or service and want that value, now.
Price versus Value. Learn how your customer perceives something to be of value, and what you must do to best communicate the value of what you have to offer.
Asking Questions that will uncover your customers real wants and motives is an art. Discover the art that will quickly tell you what you customer truly cares or doesnt care about.
The myth of fulfilling customer needs. Recognise the important difference between what your customer wants and what they need. Balance the two for long term customer relations.
Selling the product of the product. When salespeople focus on the end benefit for the customer, the perceived value is always greater than the price paid.
Communicating benefits. Learn how to present your products with a focus on the true benefits for your customer.
The structure of influence. Discover the key principles and distinctions that enable the top professional to have a positive