This fast-paced 2-hour seminar examines how customers think about pricing and value. It is crucial that a salesperson consider a customer’s thinking because it is in a customer’s mind that a buying decision is made or lost. It’s a customer’s thinking that a salesperson must influence if a sale is to be made. And a customer is not thinking about value. Basically, a customer is thinking about two things: “What do I have to pay and what do I get for my money.” It’s that simple. A customer is thinking, “Is it worth the price?”

1. Effective Communication Seminars Ebby Halliday Builder Sales & Service Greater Dallas Home Builders Association

3. Step One Step Two Step Three Step Four Step Six Step Seven Sales is a Process S A L E

8. Building Value Price Is Not The Issue

9. Initially people have a very narrow focus but eventually they need to know everything. Raving Fans Ken Blanchard

10. Four Building Value Beliefs

12. How much do I have to pay?

13. What do I get for my money?

18. Belief Three Salespeople make two fatal selling assumptions

19. Customer is aware of benefits

20. Customer is thinking about benefits

22. Demonstrating The Competitive Advantage

23. Four Demonstrating Beliefs

25. Dominant Buying Motivation Present Situation Desired Situation

29. Demonstration Process Four Steps

31. Understand needs, wants, what is important and dominant buying motivation.

32. Dominant Buying Motivation Present Situation Desired Situation

34. Most people can consciously attend to a maximum of five to nine variables at any given time.

38. Practice! Practice! Practice!

41. Building Value Process

42. Step One Discover what is important, listen for buying motivation Family, investment, convenience and prestige

43. Step Two State a Feature

44. Step Three Build a Bridge

45. Step Four State a Benefit

46. Step Five Link to Buying Motivation Family, investment, convenience and prestige

47. Step Six Gain Agreement