{"product_id":"value-selling-strategies-p-r-o-s-p-e-c-t-model-prevent-price-objections-by-selling-value-paperback","title":"Value Selling Strategies P.R.O.S.P.E.C.T. Model: Prevent Price Objections by Selling Value - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eRobert deGroot\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003eThis book is specifically designed for those who sell solutions to their customers' problems and do so in an intensely competitive market. For most sellers, \"Consultative Value Selling\" models provide the core selling skills needed to thrive in this type of environment. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eThe more intense the competition, the more sellers lean toward models that will enable them to understand their competitors in a different way and use that knowledge to win sales where others are stopped by preventable objections. \u003cp\u003e\u003c\/p\u003eThe \u003cb\u003eValue Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)\u003c\/b\u003e is structured to establish each of the critical 10 Buyer Beliefs that when missing or weak, cause your objections. Sales professionals use this model every day to prevent objections from stopping or stalling their sales. \u003cp\u003e\u003c\/p\u003eIn the Value Selling Strategies (VSS) process, the actual selling is done during a \u003cb\u003estrategically designed interview structured around major closing strategies\u003c\/b\u003e. \u003cp\u003e\u003c\/p\u003eIt is designed to PREVENT most common sales stopping objectives. It does this by establishing each of the critical Buyer Beliefs, that when missing or weak, cause objections. \u003cp\u003e\u003c\/p\u003eSelling VALUE gets easier with the right tools and an incredibly flexible structure to guide the process. The Value Selling Strategies P.R.O.S.P.E.C.T. Model(TM) (VSS) provides the latest knowledge, skills, and strategies to accomplish this goal.\u003cul\u003e\n\u003cli\u003eUse a sales interaction model guided by the psychological buying process\u003c\/li\u003e\n\u003cli\u003eQualify and disqualify prospects based on the profile of your most profitable customers\u003c\/li\u003e\n\u003cli\u003eGuide the prospect to discover the value of your products and services\u003c\/li\u003e\n\u003cli\u003eAvoid common pitfalls of presenting solutions after discovering needs\u003c\/li\u003e\n\u003cli\u003eMove the pressure of time and priority from you to the prospect\u003c\/li\u003e\n\u003cli\u003ePrevent most common objections, especially price\u003c\/li\u003e\n\u003cli\u003eIdentify your unique selling points in each sales situation\u003c\/li\u003e\n\u003cli\u003eHelp the prospect set the product\/service selection criteria (specifications) that include your Unique Selling Points\u003c\/li\u003e\n\u003cli\u003eBe forewarned about which objections you must neutralize\u003c\/li\u003e\n\u003cli\u003eHelp the prospect rule-out and lock-out the competition for you\u003c\/li\u003e\n\u003cli\u003eLet the prospect make the \"claims\" for the benefits rather than you\u003c\/li\u003e\n\u003cli\u003eRehearse the prospect to sell internally for you when you're not around\u003c\/li\u003e\n\u003cli\u003eCreate change-resistant attitudes favorable to your Unique Selling points\u003c\/li\u003e\n\u003cli\u003eStructure your sales interaction around major closing strategies\u003c\/li\u003e\n\u003cli\u003eBlock the competition between calls with these three techniques\u003c\/li\u003e\n\u003cli\u003eSet the agenda action items and set up your next meeting to advance the sale\u003c\/li\u003e\n\u003cli\u003eUse the Customer Value Proposition to establish trust and rapport with those you didn't meet during the sales interviewing process\u003c\/li\u003e\n\u003cli\u003ePresent your product\/service to the prospect's selected criteria\u003c\/li\u003e\n\u003cli\u003eStructure your presentation around major closing strategies\u003c\/li\u003e\n\u003cli\u003eUse a personality-based closing strategy that works consistently with both ends of the decision-making continuum\u003c\/li\u003e\n\u003cli\u003eClose more sales without discounting\u003c\/li\u003e\n\u003c\/ul\u003e\u003cbr\u003eQuick to learn, easy to use, and incredibly effective over the phone or in-person. \u003cp\u003e\u003c\/p\u003eSee www.SalesHelp.com for more sales, sales management, and customer service skills books by Robert DeGroot.\u003cbr\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 150\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.32 x 9 x 6 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e May 24, 2024\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":43718167756935,"sku":"9780986405891","price":13.43,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0601\/2623\/2711\/files\/mWoPrxa6oT9780986405891.webp?v=1767991820","url":"https:\/\/booksby.splitshops.com\/products\/value-selling-strategies-p-r-o-s-p-e-c-t-model-prevent-price-objections-by-selling-value-paperback","provider":"Books by splitShops","version":"1.0","type":"link"}