Value Based Selling: Overcoming Price Objection

Code

SM-314

City

DUBAI

Hotel

Hotel Meeting Room

Price

2950 $

Start

2025-07-13

End

2025-07-17

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Pathways Training and consulting adopts the newest techniques of human resources Training and consulting and, with the following:

Theoretical lectures are delivered via PowerPoint and visual displays (videos and short films)
Making scientific evaluation to the trainee (before and after)
Brainstorming and role-playing
Using case studies related to the scientific material being delivered and the trainees' work.
The participants get the scientific and practical material printed and on CDs and Flash memories.
Preparing records and reports of the participants' attendance and results, with a general evaluation of the training program.
A group of the best trainers and experts in all fields and specialties professionally prepares the scientific material.
After finishing the course, the participants get certificates of attendance signed, certified, and issued by pathways Training and consulting.
Our training programs start at 9:00 o'clock in the morning and end at 2:00 in the afternoon, with snack buffet during the lectures.
Providing a lunch buffet during the training program period, with organizing a lunch party on the training program final day for taking some photos and certificate awarding.

Program Objectives

By the end of the program, participants will be able to:

Integrate consultative and value added selling into their professional practices.
Understand the process and psychology of the sales cycle.
Synchronize their selling cycle to the buying cycle of the customer.
Manage the value of their customers.

This Program is designed for

Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person. This program is worth 25 NASBA CPEs.

Program Outline

The Changing Business Environment

Turbulent Times for Companies
Evolution of Personal Selling
Are We Selling Something or Helping the Customer Buy?
Personal Selling Profile

Preparation and Self Organization

Personal Management
Impact of Your Appearance
Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques)

The Sales Meeting

Functions of the Sales Presentation
Professional Skills
The ASAP Formula (Art, Science, Agility, Performance)
The 7-Step Sales Process
Overcoming Objections Which Comprise 6 Major Factors:
- Need
- Features
- Company
- Price
- Time
- Competition
Closing Techniques

Creating Rapport through Communication

Purpose of Communication
Elements of Communication with Others
Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)