Every sales and marketing person has had the perplexing experience of losing a big sale that we “just knew we had won!” We proved our business solution, our features were great, the customer was enthralled with our people, our prices were better, and the customer wanted the benefits… yet we lost. Whether the loss was to a competitor, to another internal project or to perpetual delays, it hurts.
Where did we go wrong? Many times it is not where we went wrong, but that we forgot or didn’t know how to answer the question, “So What?” Even price discounts are not compelling reasons to buy. But if we could get a customer to say, “Every month we delay costs us $90,000,” then we have created a compelling reason to buy.
How do you prove your value proposition?
Is your value proposition documented?
Can you articulate your advantages well enough not to discount?
Do you have a comprehensive database of your best references? Does it quantify their benefits?
Can you describe the quantified benefits of the key references within specific territories or markets?
“So What?” Selling: Business Benefit versus Features
How to Guide the Customer to Quantifying and Believing
How to Develop Compelling Reason to Buy
As a result of GDA’s Selling Value sales training course, sales people will be able to utilize these financial benefits to develop compelling reasons for buying even when faced with reduced budgets, competitive discounts and look-a-like alternatives.
Call us at 800-966-4321 or email us at Admin@Growthdevelopment.com with any questions or comments. Our team is looking forward to working with you. Below are some of the typical questions we get.
Q: How long does each module take?
The time varies by person, but a good guideline is 20 minutes for each module.
Q: What if I don't have time to complete the entire module?
Not a problem! The system remembers where you are in the course when you leave. When you return to the module, you have the option of resuming from that place or starting at the beginning.
Q: Will it remember where I left off?
Yes, the system remembers where you were in the course when you left.
Q: Does it include audio?
Yes, you have the instructor's voice guiding you and explaining techniques as you move through the course, along with music at various intervals throughout the course.
Q: Does it include video?
Yes, there are animations and video clips in each course.
Q: Can I retake the quiz if needed?
Yes, you may retake quizzes as many times as you like. The final exam can only be taken twice.
All GDA Online products come with a 30 day money-back guarantee. We've helped thousands of sales professionals exceed their goals. We can help you. We're so confident that our sales training will pay for itself, we'll give you your money back. No questions asked. Click below for details.
We are so confident that your sales results will improve after taking our sales training program that we are giving you a 100% satisfaction guarantee. Let us know within 30 days that you want a refund, and we will happily send it back to you with one click. We promise that you will find value in the program and you will be able to put it to use immediately. After this training you’ll have a process to follow that will help you close more business without discounting, get out of dead deals sooner, and give you the confidence you might be lacking…and selling will be a lot more fun!
The GDA Online curriculum consists of a laser focus on six key elements that will make your journey successful. Starting from the moment you walk into a meeting with a new prospect through managing a team of thousands of reps, we've got what you need to take your career to the next step.
Introduction to Consultative Selling - FREE!
Questioning for Needs
Presenting the Solutions
Closing for Commitment
Logical Selling Process
Wonderful Rules of Sales Writing
Selling Big Deals: Multiples Marketing