Learn how to sell by bringing value to your customers, rather than just trying to offer the lowest price point.
Overview
Syllabus
Introduction
- Selling on value, not price
- What is value?
- Establishing the customer's situation
- Understanding your customer's emotional needs
- The difference between wants and needs
- Confirming the customer budget
- Educating the customer
- Speaking to your customer's situation
- Selling to your customer's needs
- Solving customer problems
- Speaking to your customer's emotional needs
- Removing obstacles
- Features, advantages, and benefits explained
- Converting features into benefits
- Linking benefits to needs
- Adding value in negotiations
- Next steps
Taught by
Miles Croft
