Selling Below The Price Line
Selling Below the Price Line
(SBPL) is a one- or two-day motivational sales training seminar, structured as follows:
Day One
Day one presents the entire process of Selling Below the Price Line. It includes the following:
Pre-Seminar Attitude Project
The attitude project teaches the importance of attitude is in both selling and learning. In addition, we review your company vision and how to make EVERY customer opportunity a revenue opportunity for the benefit of the company and our own careers.
Understanding the Dynamics of Sales Psychology
The dynamics of SALES psychology focuses on why we tend to react the way we do with all customers. We examine the assumptions we make about ourselves in several important areas.
Understanding the Dynamics of Buyer Psychology
Then we examine the psychology of buyers. We look at the three reasons people spend money and the seven reasons they don't. From here we move on to pampering prospects by using the "LOVE formula."
The five steps for building sales success demonstrates how to allow a customer to BUY from you instead of you feeling you have to SELL the customer. Building Mutual Non-Price Related Values that Support the Sale
Building mutual customer related value agreements that support the sale focus on what it takes to differentiate YOU and your company from other product or service firms. We examine a five-step sales process including Trust, Discovery, Solution, Economics and the Close. Each step is covered in detail with specific examples.
Sustaining the Strategic Alliance Partner Model
Learning how to become a strategic alliance partner focuses on how to build the buy-sell relationship so you can prospect for referrals as well as retain your customer for a longer time.
Finally, we role-play many of your toughest situations to demonstrate the principals of this time-tested training.
Click the underlined text below for more information on
Selling Below the Price line
:
- Logistics and pricing
- Will Robertson , developer and facilitator of SBPL
- Performance Strategies, Inc., the company behind SBPL
PSI President Will Robertson has motivated hundreds of audiences during a career that has included inspiring audiences for Nightingale-Conant and energizing participants at hundreds of industry events.
Performance Strategies, Inc. improves sales performance with facilitated or self-paced training.
PSI training systems include projects that put sales management at the center of projects that turn newly gained knowledge into results.
We have experience in a wide range of industries with an emphasis on the automotive, telecom and high-tech industries.
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What PSI Clients Say...
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"The dealer training programs that you created and the seminars you delivered have our distribution channels reading off the same page now. If you have need of a reference at any time in the future, don't hesitate to have a call placed to me if I can be of assistance to you or Performance Strategies, Inc."
—Bill Cuff, Director of Sales, Ameritech |
It's a basic tenant of training that interactive, experiential learning is best. It locks in the understanding, helping learners adapt their new knowledge to the many different challenges they are likely to face.
