Value Selling Strategies P.R.O.S.P.E.C.T. Model: Prevent Price Objections by Selling Value

Selling VALUE gets easier with the right tools and an incredibly flexible structure to guide the process. The VSS P.R.O.S.P.E.C.T. Modelâ„¢ provides the latest knowledge, skills and strategies to accomplish this goal. In the Value Selling Strategies process, the actual selling is done during a strategically designed interview structured around major closing strategies. It is designed to PREVENT most common sales stopping objectives.

• Use a sales interaction model guided by the psychological buying process
• Qualify and disqualify prospects based on the profile of your most profitable customers
• Identify the real buying influences and decision makers
• Guide the prospect to discover the value of your products and services
• Avoid common pitfalls of presenting solutions after discovering needs
• Move the pressure of time and priority from you to the prospect
• Prevent most common objections, especially price
• Help the prospect set the product / service selection criteria (specifications)
• Identify your unique and distinctive selling points in each sales situation
• Work with a list of 80 areas where commodity sellers differentiate themselves
• Be forewarned about which objections you must neutralize
• Include your unique and distinctive selling points in the selection buying criteria
• Help the prospect rule-out and lock-out the competition for you
• Discover priority buying motives
• Let the prospect make the “claims” for the benefits rather than you
• Rehearse the prospect to sell internally for you when you’re not around
• Create change resistant attitudes favorable to your unique and distinctive selling points
• Structure your sales interaction around major closing strategies
• Block the competition between calls with these three techniques
• Set the agenda action items and set up your next meeting to advance the sale
• Use the interim action plan closing strategy to help the prospect carry out steps in the sales process between contacts
• Use the meeting agenda setting process to pre-close on key steps in the sales process
• Use the Criteria Driven Presentation to establish trust and rapport with those you didn’t meet during the sales interviewing process
• Present your product/service to the prospect’s selected criteria
• Structure you presentation around major closing strategies
• Use a personality based closing strategy that works consistently with both ends of the decision making continuum