Learn the importance of an opening value statement and how you can use one to benefit your next sales appointment.
Sales professionals are often excellent at their product knowledge, what to do AFTER they get the order and even prospecting. All of those things are excellent (...and you want them to be great at those skills.) but if you do not CAPTURE the potential prospect right off the bat then none of the other stuff matters. It becomes like an awkward dance. You want to dance and the prospect may want to dance with you but they aren't really sure why they would or how. This topic is designed for helping you learn how to craft an Opening Value Statement that is tailored for the person you are in front of (...or on the phone with). These statements are not one size fits all - they may have similar content - but the ones that REALLY work are the ones that are crafted in a way that the prospect knows you care about them and really want to help THEM with their business.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Benefits of a Powerful Opening Value Statement
- Define Purpose/Desired Outcome
- Clarify Audience
- Focused Solution vs. General Introduction
- Recipe for Success
Creating an Opening Value Statement That Wows
- Engaging Questions
- Outline: Facts vs. Fiction
- Your Story
- Results That Matter
Delivery Mastery in Your Opening Value Statement
- Practice Makes Perfect
- Feedback and Edits
- Mastering the Message
- Knowing Next Steps
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on August 30, 2018.
Call 1-866-352-9540 for further credit information.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Debbie Mrazek
The Sales Company
- Founder of The Sales Company in Plano, TX, a management and sales consulting firm
- Thirty-plus years in sales; which includes millions in sales herself
- Has helped entrepreneurs, small privately held and Fortune 50 companies in multiple industries
- Consultant, author of 14 books, international conference facilitator, and a highly sought-after public speaker
- Can be contacted at [email protected] or www.The-Sales-Company.com
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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