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 you prefer standard widgets, or custom order?” “How relevant is delivery time?”

TRY THIS: List at least five specific “value” questions you can ask on your next sales call.

Armed with this information, you can develop a highly effective presentation that says to your prospect, “Here’s what you said you wanted.” Then give your customer back their glasses.

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 app
• - Branded, WordPress-driven web site template for marketing, sales, and CRM
• - Franchise-style services for marketing, advertising, and technical support

Please contact us about a ProEd partnership of any kind. We’d be delighted to talk.