PRODUCT IQ
7
Courses
70
Videos
Victor Antonio
Instructor
Clients are more demanding than ever and require salespeople to have an intimate understanding of their product and how it can help the client’s business.
Completing this course will help you:
- Shift your buyers away from price and TOWARDS your product's value
- Quantify value for clients
- Understand how people think and more importantly... buy
- Crafting a persuasive pitch that isn't 'salesy'
- Use your product knowledge to establish credibility (without being pushy)
What Will I Get?
- Ebook Library: 9 Full Length books written by Victor Antonio ($305 Value)
- Lifetime ccess to all the courses on this page
- Access to exclusive, monthly group coaching sessions ($2,000 Value)
- Big discounts on future classes and other SVA courses.
WHO IS THIS COURSE FOR?
Anyone who needs to shift buyers away from price and towards your product's value. Value-centric selling is crucial to any sales process. Prospects care about one or more of the following: 1) Reduce cost 2) Increase revenue 3) Expand market share
HEre are the courses you'll geeet:
Lesson 1: The Shift in Selling
Lesson 2: Sales Philosophy 2.0
Lesson 3: Value Impact
Lesson 4: Product Descriptions
Lesson 5: Feature/Benefit Inventory
Lesson 6: Target Market
Lesson 7: Buyer Types
Lesson 8: Datamining
Lesson 9: Sales Process
Lesson 10: Buying Process
Lesson 11: Sales Scenario
Lesson 12: Client Mindset – Feature/Benefit Inventory
Lesson 13: Target Market
Lesson 14: Buyer Types
Lesson 15: Datamining Review
Lesson 16: Sales Process
Lesson 17: Buying Process
Lesson 18: Sales Scenario
Lesson 19: Economic Mindset
Lesson 20: Value Centric Sales Model
Lesson 21: Sales Proof Tools
Lesson 22: Types of Insight
Lesson 23: Anticipate and Block Objections
Lesson 24: Sales Process-Presentation Phase
Lesson 25: Sales Narrative and Key Messages
Lesson 26: Presentation Inventory
Lesson 27: Presentation Sequencing
Lesson 28: Presentation Slide Layout
Lesson 29: ROI Sales Scenario
Lesson 30: (3) ROI Issues
Lesson 31: ROI Calculations
Lesson 32: Why Clients Don’t Buy
Lesson 1: Developing a Sales Conversation
Lesson 2: Structuring Your Sales Presentation for Today’s Informed Buyer
Lesson 3: Developing Attention Grabbers (examples)
Lesson 4: Widen the Gap = Urgency
Lesson 5: Future Pacing a Buyer – What Will Happen
Lesson 6: Discuss Market Options
Lesson 7: Position Yourself as an Authority
Lesson 8: Talk Differentiators
Lesson 9: Using Data & Studies
Lesson 10: Achieving a Collaborative Discussion
Lesson 11: Extracting Their Point Of View (POV)
Lesson 12: Gaining Commitment
Lesson 13: Advancing the Sales
Lesson 14: Lead them to your solution
Lesson #1: Introduction to Objection Rules
Lesson #2: “I’m not ready to commit.”
Lesson #3: “Send me a proposal.”
Lesson #4: “Your price is too high.”
Lesson $5: “Your price is too high compared to your competitor.”
Lesson #6: “That’s more than I expected to pay.”
Lesson #7: “Can I get a discount (better price)?”
Lesson #8: “How much does it cost?”
Lesson #9: “I’m just looking around (browsing).”
Lesson #10: “Let me think about.”
Lesson #11: “I need to speak with my spouse (boss).”
Lesson #12: “I need to do more research or Get other Bids.”
Lesson #13: “I’ll get back to you.”
Lesson #14: “We’re happy with our current supplier.”
Lesson #15: Review and Final Thoughts
15 Minutes
18 Minutes
15 Minutes
15 Minutes
PRODUCT IQ
Sales Velocity Academy-
Lifetime access to all 7 Courses
-
Ebook Library: 9 Full Length books written by Victor Antonio ($305 Value)
-
1-year access to exclusive, monthly group coaching sessions ($2,000 Value)
-
Immediate Access to new Product IQ courses (no extra fees)
-
Access to any accompanying presentations or worksheets
-
Big discounts on future classes and other SVA courses.