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Sales Solutions - Unique Buying Propositions
Description
Objectives
Benefits
Who should attend?
Available solutions
1. Inhouse Programs
2. Sales Coaching
Description
Over 60% of all sales people have no convincing answer to the question: "Why should I buy from you?" Consequently, it is no surprise that we end up in a price war which unnecessarily destroys our margins and make us loose business.
In this workshop you will learn how to avoid this trap and you will actually start developing your own very specific Unique Buying Propositions. This works even if you have a commodity to sell.
Objectives
- To understand the necessity of Unique Buying Propositions (UBP's)
- To distinguish between product features, product benefits and customer benefits
- To learn about the 14 buying motivators
- To expand beyond the product view
- To develop effective UBP's
Benefits
- You will increase your revenues through an improved closing rate by avoiding the me-too trap
- You will save time and cost by learning how to shorten the length of the buying cycle because the buyer's need to shop around will be minimized
- You will be able to achieve premium prices through a much clearer and truly unique value proposition
Who should attend?
Anyone who wants to sell more successfully, i.e. sales people, business development managers, sales managers, tele-marketers, etc. Also, this workshop will be very useful to people working in marketing
Available solutions
Occasionally, we conduct public programs on Unique Buying Propositions. Check our current schedule.
1. In-house Program (English / Cantonese / Putonghua)
- Program can be tailored to your specific situation and requirements
- Combination of pre-course assignment and seminar
- To download our standard program outline, please click here (the outline may be modified according to your specific needs)
For more info, please contact Charlie Lang at +852-9199 2019 or email
2. Sales Coaching
One-on-one coaching is perhaps the most effective way to fast-track learning and development of individuals.
Depending on your development expectations, we would design together with you and/or your sales people an individual coaching program.
To learn more, contact any of our sales trainers & coaches. All of them underwent formal coach training to assure highest coaching standards. |
