This presentation deals with the age old problem of customer focus on PRICE. What about value? How is it that so many salespeople are dragged into a price debate before creating trust, completing discovery and establishing what the prospect values? Lack of training. This program brings the topic into clear focus.

2. WHAT OUR
CUSTOMER
SEES
WHAT WE
MUST SELL
PRICE
VALUE

3. • YOUR LIST GOES HERE –
• Promotion
• YOU
• Location
• Benefits
• Support
• Others -----

4. • FEATURE
• BENEFIT
• AGREEMENT
• EQUALS
• VALUE
• F+B+A = VALUE!

5. TRUST Discovery Solution Economics CLOSE

6. C = (COMMUNICATE)
A = (AGREE AND EDUCATE)
R = (REFER TO
EXPERIENCE)
E = (EXPECT THE SALE)

7. 1. ASK questions, don’t just
answer them. We are NOT an
information center – we are
an expo center open for
business.
2. Expect the customer to book
the event from YOU and
SOON.
3. ACT on those expectations!

8. 1. BE the solution
2. Match the solution to the
customers desires
3. Always offer options
4. Always expand the sale –
5. Ask about the customer’s
awareness of all our benefits

9. 1. Don’t give away the
profit
2. Don’t be so quick to
discount anything
3. Offer more VALUE, not
less cost
4. Discounts come off
our bottom line – value
goes onto the
customer’s

10. Agree and educate
When dealing with
objections

12. THE LETTER “C” LOSING
THIS LETTER STANDS FOR:
• COMPETITIVE EDGE
• CUSTOMER CONFIDENCE
• CARE
THE LETTER “C” LOSING
THIS LETTER STANDS FOR:
• COMPETITIVE EDGE
• CUSTOMER CONFIDENCE
• CARE

13. • Good Value
• Personal Experience
• Satisfaction
• Bragging Rights
• A Single Point of Contact

14. • AGREE with viewpoint, not with conclusion
• Empathy vs. Sympathy
• Offer to assist then do so
• Educate when needed
• Verify satisfaction

15. Powerful VALUE Message From the Nation’s Number ONE
Speaker on How to Deliver Value at All Levels of Your
Organization!
The Right Speaker With the Right Message –
Will Robertson