Author Archive
Steal Your Customer’s Glasses
How much easier would selling be if you could really see things through your customer’s eyes? Here’s how the pros do exactly that. It’s a process called Value Profiling and like many effective techniques, it is not complicated (most salespeople just don’t know it or don’t do it). SKILL TARGET: Find out what your prospect wants, and emphasize those features and benefits which meet their criteria. It sounds simple, but the steps in the process are critical: PRIORITY ONE: Develop in advance the questions you intend to ask. PRIORITY TWO: Include the following: 1. A Consent Statement: Launch right in to "20 Questions" and you risk putting your prospect on the defensive. Instead, preface your probe with a permission or consent statement: "In order to develop a proposal that best meets the your needs, I’d like to ask a few questions. It’s time well spent, because then I can zero right in on things that are most important to you. Is that okay?" 2. A General Question: "What criteria do you consider most important when purchasing something like this?" 3. The Value Profile: "Which is more important, price or total value?" "Is service a critical issue?" "Do ...
Crowdsourcing for Beta App
The 7 Triggers program includes an app designed to archive, organize, and deploy advanced client intelligence. We are currently looking for early adopters who want to help us beta test this exciting new technology tool.
7 Triggers Partners Program
Meeting the unique needs of specific industries and companies has always been part of the ProEd success formula. For custom application of the new 7 Triggers program, ProEd is now partnering with corporate training experts from a variety of industries. Are you a potential partner? Corporate Delivery Based on our extensive experience with program customization, we can streamline the collaboration process of combining the 7 Triggers techniques with an industry orientation, a particular job focus, and even specific company principles and policies. As the industry-specific SME (subject matter expert), your expertise will drive the strategy, and we'll bring our tried-and-true tactics for content integration, efficient production, and even marketing or corporate communications. End-User Markets In addition to workshop programs designed for corporate implementation, the 7 Triggers e-learning course, which includes the YesMaker workstation and smartphone app, is ideal for many direct-to-end-user markets. ProEd has designed a comprehensive turn-key "tackle box" for joint ventures geared to specific business categories. The 7 Triggers JV Tackle Box includes: - Fully customized e-learning modules - Industry partition in the online LMS (learning management system) - Custom fields and content in the YesMaker ...
Morley Winograd, University of Sales Excellence, AT&T
It's working!
Judy Heitz,Training Director, AT&T
Helped me take a goal and turn it into reality.
Pat Spencer, State Auto
If everyone would exercise this program's objectives we would have a more profitable company.
Martin Krause, Marketing Manager, AEtna
AEtna's standards for training programs are high. ProEd helps us to exceed them.
Robert Miller, Squibb Corporation
As our key training resource, ProEd helped us reach our sales goals.
G. Gregerson, Great American Insurance
A favorable result on customer satisfaction and bottom line profitability through reduced loss dollar cost and claims expense.
Tim Pitts, Puckett-Scheetz Agency
The discovery of these techniques has already proven successful for me. I have put them to work and the results are amazing.
Current Projects
Crowdsourcing for Beta AppThe 7 Triggers program includes an app designed to archive, organize, and deploy advanced ...
7 Triggers Partners ProgramMeeting the unique needs ...
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