The Advanced Sales Skill Protocol

Ultimate Seller ^tm is an advanced sales skill protocol that is designed for professional sales representatives who are solidly grounded in their career choice. Unlike the endless list of memory jogging acronym-based selling courses that are universally targeted at moderately skilled sellers, Ultimate Seller ^tm is targeted to individuals who are confident in their selling skills. These individuals wish to revitalize their learning pathway to play at the top of their game. They don’t “settle” for lack of professional growth.

Value Drives The Buy!

The only reason why anyone buys anything is because of the perception of Value. No one will ever part with hard earned cash unless there is value for the exchange. Value is a complex personal proposition that, when fully understood, can exponentially increase sales results.

Ultimate Seller^tm workshops address how to:

• Uncover customer value as defined by the customer
• Establish value to address needs
• Clearly and succinctly articulate value
• Deliver on-going value
• Close more sales though the Five Levels of Value

Learn To Sell The 5 Levels of Value

Ultimate Seller ^tm addresses the 5 Levels of Value:

• Product Value
• Clinical Value
• Financial Value
• Strategic Value
• Personal Value

Using this short list as a feasibility filter builds the foundation for a targeted, customized sales training process.

Product Value: This is where it all begins. The detailed description of any product should clearly establish basic value. When sellers learn how to “detail” a product they are articulating Product Value. Understanding and communicating Product Value is often referred to as “detailing” a product. If this is the extent of the skill of the seller it is left up to the prospect to tie Product Value to his/her needs.

Clinical Value: Understanding and articulating Product Value from the perspective of the prospect is Clinical Value. Every industry has its’ own language. Speaking the industry language of the prospect through thoughtful open and expanded probes, as well as perfectly timed closed probes, demonstrates that the seller understands the business and challenges of the prospect. This goes a long way in the mind of the prospect. It demonstrates that the seller is not just a human storehouse of product data points. This establishes a powerful value platform for the seller that can be used as a pathway to a personal relationship of trust and mutual support.

Financial Value: The definition of Financial Value is the determination of a return on the investment (ROI) of the buyer. Articulating and delivering a price/cost that the buyer will agree to is the criteria of acceptable Financial Value. While Financial Value would seem an obvious step, most sellers do not understand its’ depth and importance. This is evidenced by unwarranted discounts or discussing price at a point when the prospect can only reject the offer. Financial Value is a timed step that is meaningful ONLY after Product Value and Clinical Value have been established.

Strategic Value: Strategic Value is when a seller can uncover the strategic objectives of the prospect and demonstrate how his/her product or service can play a significant role in achieving that goal. The definition of Strategic Value can only be established by the prospect. Expert probing skills and a high level of trust are required to uncover Strategic Value. When the prospect redefines value by using the sellers’ product or service to achieve strategic goals, Strategic Value has been established.

Personal Value: When a seller can clearly articulate and establish an understanding of how his/her product or service will bring personal value to a prospect, Personal Value has been achieved. This subtle yet powerful level of Value is often articulated using diplomatic tones. The prospect may envision recognition, a promotion, a letter of praise, community and peer admiration, or a very positive personnel review. Selling at this level is at the top of the food chain of great sellers.