This program focuses on how to best address a prospect's needs, want, goals and priorities in a proposal or during a presentation. Participants will understand how to present specific features and advantages of their services to satisfy the prospect's most important objectives.
Printable Version - To print a one page description of this course.
Program Length: One Half Day
Major Topics:
- Features, Advantages, Benefits
- Why Your Company?
- Constructing the Benefit Statement
- Customer-Focused Presentation Planning Process
- How to make your Advantage important to the Prospect
- Why the FUD Factor is so Important
- Identifying What Issues are Most Important
- Conducting the Customer-Focused Presentation
- Adjusting to Match Each Prospect's Buying Style
- Gaining Agreement During and After the Presentation
- How Does Your Proposal Compare
- Practice Session
Benefits To The Organization:
- Greater analysis of customer needs
- Improved proposal-writing
- Enhanced sales presentations
- Greater sales productivity
Benefits To The Individual:
- Ability to read and determine prospect responses
- Help prospects recognize the benefits from doing business with You
- Ability to customize presentations effectively
- Ability to analyze information from Customer-Focused Interviews
- Enhanced sales skills
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