Selling as a Trusted Advisor
Guiding customers through the buying process
The traditional practice of responding to customer inquiries by sending price sheets, quotes, and estimates rarely works in today’s marketplace. If you are not the lowest price provider in your industry, then for obvious reasons that’s not an effective selling strategy.
Your best chance of gaining the sale is to secure an in-person or virtual conversation. That way you can drill down and identify their needs other than price. The challenge is you aren’t likely to get that meeting with a busy person by simply replying with, “Do you want to have a meeting and talk more about your needs?”
That’s why in this session, participants discover how to:
- Reply to email and phone inquiries with a compelling reason for customers to opt for an in-person or virtual meeting. (Note: Jeff will wordsmith a draft reply that your team can simply cut and paste).
- Conduct buying conversations that help customers recognize and be willing to pay for the extra value you provide.
- Use the P.U.P.© method to narrow the information you provide customers down to the three key elements they need to make faster, easier buying decisions.
- Differentiate your products and services to make your prices become less relevant.
- Wrap up your meeting with a compelling call to action to move the sale forward.
Note that this seminar will be customized – Jeff will meet one-on-one in advance with several of your team members and adjust the content to be relevant for your team’s unique circumstances.
“Jeff and his team put together a comprehensive, easy to learn virtual training session for our geographically dispersed team members that went above and beyond our expectations. This was a game changer for Sprung that gave us a much better chance of achieving our revenue goals. I highly recommend this session for any team that needs to remain cutting-edged and customer-focused.”
“Thank you, Jeff for that great online session. I felt we were a strong team as it related to customer impression going into this and I was surprised at the number of different tools we now have to strengthen and enhance that. I also found the virtual format with breakout rooms worked well, so thank you for adapting that for us! I will get in touch regarding future sessions.”