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Crafting an Opening Value Statement

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.

Runtime: 60 minutes
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Why Lorman?

Over 32 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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Why Lorman?

Over 32 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 Webinar

This course was last revised on August 30, 2018.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

MP3 Download

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Why Lorman?

Over 32 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

Debbie Mrazek

The Sales Company

  • Founder of The Sales Company in Plano, TX, a management and sales consulting firm
  • Thirty-two years in sales having done 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]
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Why Lorman?

Over 32 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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Product ID: 403961
Published 2018
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