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Understanding Value Centric Selling  


ABOUT THE EXPERT

Victor Antonio is an author, speaker, and business consultant. He has a B.S. in Electrical Engineering and his MBA and has built a career as a top sales executive and then CEO of a tech company over the last 20 years. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management. His success in sales and management also helped him establish channels internationally. He has conducted business in: Europe, Asia, Latin America, UAE, Australia, South Africa and The Middle East. 

COURSE DESCRIPTION

This is the most comprehensive video series on selling value. You will learn how to position your value, not your price by identifying the Key Performance Indicators (KPIs) that motivate buyers. This program is geared towards Business-to-Business (B2B) salespeople who are selling HIGH-TICKET ITEM products and services. A case study is included.

Topics Include:

  • The Shift in Selling
  • Sales Philosophy 2.0
  • Value Impact
  • Product Descriptions
  • Feature/Benefit Inventory
  • Target Market
  • Buyer Types
  • Data-mining
  • Sales Process
  • Buying Process
  • Sales Scenario
  • Client Mindset
  • Economic Mindset
  • Value Centric Sales Model
  • Sales Proof Tools
  • Developing Insight
  • Types of Insight
  • Anticipate and Block Objections
  • Sales Process-Presentation Phase
  • Sales Narrative and Key Messages
  • Presentation Inventory
  • Presentation Sequencing
  • Presentation Slide Layout
  • ROI Sales Scenario
  • (3) ROI Issues
  • ROI Calculations
  • Why Clients Don't Buy

 

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