WIN THE SALE WITH JOHN DEROSA
WIN THE SALE HOUSTON
OCTOBER 3, 2023.
9AM to 3PM
HYATT REGENCY WEST
INVEST IN THE CUSTOMER
- Understand how to use the sales process to earn the four commitments necessary to close the sale.
- Learn to develop trust, credibility, and rapport with others to quickly by earning the “trusted advisor” status you will need to close the sale.
- Develop a price-conditioning strategy that gives your prospect a more realistic expectation of the project’s cost – and helps position your price as a “good deal”.
- How to ask better questions and use the answers to build a presentation that positions you as the contractor of choice for the project.
PRESENT WITH PURPOSE
- Understand why it is important to distinguish between Features, Advantages, and Benefits and how to determine the key components of your company’s value proposition.
- The framework for delivering a company story that reduces “think about it” and “shop around” objections – making it easier for you to secure the agreement.
- Tips for delivering your product presentation and using psychological pricing strategies that motivates the prospect to spend more with you (upsell).
CLOSE FOR RESULTS
- Learn different closing techniques and apply them for results.
- Know how to prepare for the objections you will hear and answer them when you hear them.
- Never leave a sale.