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2019 TMSA Sales Training Seminar

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Selling beyond price: Leveraging an effective value proposition
While salespeople strive to focus on value, research by Hubspot finds that almost 6 in 10 buyers want to discuss pricing on the first call. Further, 35% of sales people also report that overcoming price objections is one of their biggest challenges.

After this session, you’ll be able to:

  • Mitigate price objections
  • Demonstrate value to customers by leveraging a compelling value proposition
  • Close deals faster by navigating objections and shifting customer focus to value

Whether you’re targeting a new client, expanding or seeking to maintain current business, demonstrating value is crucial. This session will prepare salespeople to better address price objections by shifting discussions to value (not price.) We will explore such topics as:

  • Creating a compelling value proposition for your product or service
  • Communicating a compelling value proposition
  • Navigating and responding to objections