FEDA Learn Institute
Value-Added Selling: The Value-Added Sales Call (Session 8)
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The value-added sales call is the tactical execution of the Value-Added Selling Process®. The eighth and final part of the webinar series will demonstrate a step-by-step execution of the process in front of the customer.
This webinar will include:
- Opening with impact by establishing rapport and previewing objectives
- Customer needs analysis
- Content areas of probing: S-C-P® Formula
- Multi-level customer needs
- Presenting your company’s solution with style and substance
- Closing strategies and handling customer resistance
At the end of this webinar, participants will be able to:
- Tactically execute the sales call
- Uncover the customer’s needs
- Present a compelling solution
- Gain the customer’s commitment
Upon completion of this course, you will earn 1 credit for the FEDA Sales Strategies Certification.
Paul Reilly
Speaker, Author, Sales Trainer
Tom Reilley Training
Paul Reilly is a speaker and author of books such as Selling Through Tough Times. Reilly has more than 15 years of B2B selling experience and his success qualified him for the Hilti Master’s Club in 2010 and led to his induction into Hilti’s Three-million-dollar Sales Club a year later. Throughout his career, Reilly has embraced a value-added message – the idea that companies are their most competitive and profitable when they sell value rather than lower prices.
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