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Strategy

Sticker Shock


Description
SUBSCRIPTION ALLOWS UNLIMITED ACCESS TO ALL COURSES

Replace your customer's initial sticker shock with increased value. In this course learn how to Ease the Prospect's Initial Concerns, Simplify Cost Justification, Calculate Actual Net Benefit, Demonstrate Economic Consequences of Not Choosing Your Product, Accurately Measure Your Products Value and Put Numbers in Their Real Context. Hear real-life examples of cost justifying strategies and how customers were moved past their immediate cost concerns.
Content
  • Cost Justification - Measured
  • Cost Justification-Measured
  • Sell Value
  • Sell Value
  • Sticker Shock Additions
  • The Importance of Relationships
  • Selling Through Sticker Shock
  • Procurement
  • Priced Based vs Price Sensitive
  • How to Build Relationships With Clients
  • Establishing Value
  • Create a Relationship with Procurement
  • Buying Tactics to be Aware Of
Completion rules
  • All units must be completed