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Sales Training International is in the process of redeveloping all its courses on a new software development program that will enable them to be used on all devices from PCs to smart phones. Most of our online learning courses are now hosted by OpenSesame.com where you can preview and purchase.

During this transition, the courses for LearnSalesManagementOnline.com and ObjectionFreeSelling.com are located on this site for our current clients to access. Use your current login information to access the courses on this site.

BUY Online: New clients select this button to preview the courses and buy online from OpenSesame.com. You will then login on OpenSesame.com to take the courses.

REGISTER using a Group Number: Current clients using a previously purchased group number select this button to register.

STUDENT Login: After registering on this site, select the "Student Login" button to sign in.

Selling skills courses now available on OpenSesame:

  1. Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)
  2. Features - Advantages - Benefits
  3. FAB-TEA Value Selling Model
  4. Competitor Analysis
  5. Telephone Cold Calling

Value Selling Strategies P.R.O.S.P.E.C.T. Model © (VSS)
The E=mc2 of Consultative Value Selling Models

Value Selling Strategies LogoThe VSS is specifically designed to prevent objections, minimize price pressure, and get the prospect to rule out the competition. It incorporates the "Objection Free Selling" process to prevent, preempt, and respond to objections.

In this value selling process, the actual selling is done during a strategically designed interview structured around major closing strategies.

This course includes the following learning modules:

  • P - Profile: Match key characteristics of your most desired customers and identify six critical decision maker roles
  • R - Research: Conduct a competitor analysis to identify your Unique Selling Points (USP) in this sales opportunity and to discover how your USPs fill unmet customer needs
  • O - Orient: Engage the customer in areas where you're strong (USPs), the competitor is weak and the customer has needs
  • S - Symptoms: Find the pain and the gain (missing Advantages and Benefits of your USPs)
  • P - Problems: Define as the missing USP Feature that provides the Advantages and Benefits
  • E - Effects/consequences: Quantify the objective and subjective costs of not solving the problems to establish the bottom-line value of the solution to be greater than the value of the competitor's solution
  • C - Criteria: Include your USPs that solve the now recognized, substantiated, and quantified problems (unfilled needs) your competitor cannot.
  • T - Triggering events: List the steps that both you and the customer must do to complete the sale

Downloadable materials include job aids, learning aids, workbook, and worksheets

ebook sold separately.

Click on this link or the logo to the right to preview and buy the course on OpenSesame ($35.00).

Features - Advantages - Benefits

FAB LOGOTo be functionally useful in the sales process your product, service, and company knowledge, especially your Unique Selling Points, must be converted into the persuasive language of sales: Features, Advantages, and Benefits (FAB) and written in a way so they clearly can meet the customers' functions, business, and human needs.

eBook sold separately.

Click on this link or the logo to the right to preview and buy the course on OpenSesame ($15.00).

FAB-TEA Value Selling Model

FAB-TEA LOGOThis easy to learn and use FAB / TEA Value Selling Model* for call centers has two parts.

The first part educates the prospective customer about your Unique Selling Point’s Feature (capability) and how it will meet their functional needs.

The second part guides them to identify and tell you about the Benefits they want that only you can provide to meet their business and human needs.

* Includes a brief review of the the Features - Advantages - Benefits course.

eBooks sold separately.

Click on this link or the logo to the right to preview and buy the course on OpenSesame ($15.00).

Competitor Analysis

CompetitorAnalysisLogoFocus your sales conversation in areas where you are strong, the competitor is weak and the customer has needs.

The competitor analysis structure allows you to quickly identify areas where the current suppliers cannot meet the customer’s needs where only you can. It also pre-alerts you to the objections you’ll get (spoken or not) when up against specific competitors. When you know the objections, you can prepare to handle them.

eBooks sold separately.

Click on this link or the logo to the right to preview and buy the course on OpenSesame ($15.00).

Telephone Cold Calling with Voicemail Strategies

Telephone Cold Calling with Voicemail Strategies logoPREVENT initial contact objections such as, "not interested," "just send me your literature," and "already have someone" with a unique script structure. Quickly turn screeners into coaches.

Increase the number of times people return your calls after leaving a high-impact voicemail commercial, complete with a compelling reason to call you back.

eBooks sold separately.

Click on this link or the logo to the right to preview and buy the course on OpenSesame ($15.00).

Amazon Top 100 Best Sellers

Select "Books & eBooks" button above for more best sellers

Value Selling Strategies book coverValue Selling Strategies P.R.O.S.P.E.C.T. Model ® is an Amazon Top 100 Best Seller for sales & selling, skills & techniques, and telemarketing (Kindle) and is the eLearning course hosted on OpenSesame.com. The eBook is sold separately.

Click this link to buy the book on Amazon.com.

Click this link to buy the book on Barnes and Noble

Objection Free Selling book cover linked to AmazonObjection Free Selling: How to Prevent, Preempt, and Respond to Every Sales Objection You Get is an Amazon Top 100 Best Seller for sales & selling, skills & techniques (Kindle) and is available from booksellers around the world.

The book includes the prevention, preemption, and response strategies for the 85 Most Common Sales Stopping Objections. The Web-Based Training course is currently being transitioned to our new eLearning development software and will soon be available on OpenSesame.com.

Click this link to buy the paperback or ebook on Amazon.com.

Click this link to buy the paperback or ebook on Barnes and Noble

Related Sites

Learn Customer Service OnlineMarina Customer Service TrainingSales Training International

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