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Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)

The 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 objection prevention techniques and major closing strategies.

Strategic Sales Interview

  • Use a sales interaction model that is guided by the psychological buying process
  • Identify the real buying influences, decision makers and buying process
  • Guide the prospect to discover the value of your product/service
  • Avoid common pitfalls of presenting solutions after discovering needs
  • Create a sense of urgency for the prospect to own your product and service
  • Prevent most objections including price
  • Help the prospect set the product/service selection buying criteria
  • Include your unique and distinctive selling points in the criteria
  • Let the prospect rule-out and lockout the competition for you
  • Discover priority buying motives
  • Let the prospect make the claims of performance, rather than you
  • Rehearse the prospect to sell internally for you
  • Structure your sales interactions around major closing strategies

Interim Action Plan

  • Prevent competition from invading between contacts
  • Set the action items as your next call objective
  • Use the interim close to set your next meeting
  • Continually advance the sale

The Value Proposition

  • Enable the buyer to systematically rule out the competition
  • Present your product/service to the customer's selected criteria
  • Structure your presentation around major closing formats

Prevent and Respond to Objections

  • Prevent most objections from occurring
  • Respond effectively to objections with a powerful three-step process
  • Utilize a master list of 85 sales stopping objection prevention and response strategies

Our courses provide:

  • Observable & measurable skills - view client quotes
  • Tests at the end of each module demonstrate knowledge gained
  • Downloadable materials include job aids, learning aids, workbook, and worksheets
  • Course is interactive, engaging, and easy to navigate
Amazon Top 100 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.

Courses currently being transitioned to our new eLearning development software will soon be available on OpenSesame.com

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 book on Amazon.com.

The Hunt: Prospecting bookThe Hunt is a popular course that teaches both active and passive methods for finding and contacting prospects. The Web-Based Training course is currently being moved to our new eLearning development software so that it will play on all devices from PCs to smart phones and can be hosted by OpenSesame.com. Click this link to buy the book on Amazon.com.
Related Sites

Learn Customer Service OnlineMarina Customer Service TrainingSales Training International

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