Helping Your Sales Team Sell Value and Prevent Price Objections

Speaker

Photo
Chief Coaching Officer, Progress Coaching
Webinar Recording Details
  • Date and Time
    Tue, Aug 21, 2012 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

This 7 day program is comprised of a live webinar and 7 day follow up course designed to help you sell value and avoid price objections.

How You Will Benefit
 
  • Identify "true" client value
  • Successfully bridge the value drivers and benefits
  • Win the confidence of more prospects
  • Use techniques to manage customer relationships
  • Develop a plan to use your new skills
 
What You Will Learn
 
  • Specific questions to use to define each client's value and gaining greater understanding of their decision making process                   
  • A specific questioning progression model guaranteed to position you to win each prospect's business
  • Why you NEVER respond to a price objection with price
  • How to uncover "true" client value.
  • How to understand what benefits to deliver to the customer. Specific questioning techniques that prompt the customer to tell you their value drivers and position you deliver benefits to help offset price concessions
  • What specific relationship building methods will stall a customer from even asking for a price concession
  • How to make sure you are well prepared when price objections occur
  • Three GREAT questions to ask that help offset ever getting a price objection from the same client again

About Tim Hagen

Tim and his company Progress Coaching have been helping organizations and their managers implement highly effective coaching for almost 20 years.  Tim is a pioneer in the coaching movement and continues to innovate and build solutions that drive and retain top talent. Tim is also the author of "Quit Managing and Start Coaching" and “Coaching: Corporate America’s Number One Weapon" and the creator of the Progress Coaching Training System.   

Recording

Rec image

Handouts

Handouts