Value selling illustrates the connection between a customers sense of value, and how it ties right into what that customers true motivator is that will actually make him buy. Without "value" people only focus on "price". This session will talk about different ways  to defend your value, different ways of creating value, maintaining momentum through hot button recapping, and how to use 3rd party endorsements. Staying on your customers agenda is one of the most important skills to master. Asking good questions, listening intently to their answers, and staying on their agenda shows them that you care about what they say, and what means a lot to them.

Topic's:

• Solid ways to create added value.
• The 8 stages of staying on their agenda.
• How to defend your value.
• Price vs. Value.... Do you know the difference?
• How to maintain your position of strength throughout the selling process.
• The benefits on useing third party endorsements.
• Tips for closing a sale by recapping your buyers "hot buttons".
• Ways to keep the closing process moving.