As much as 80% of objections that salespeople encounter are related to price. Individual circumstances vary, but all price objections have the same cause: prospects have a low perception of the value of the salesperson's offering. In How To Prevent Price Objections , sales expert and author Kevin Davis offers a breakthrough solution: eliminate the objections before they have a chance to surface !

         In Sales Role #1: The Student, salespeople study the change affecting their prospects and open closed doors. In Sales Role #2: The Doctor, salespeople diagnose customers' discontent and uncover big needs. For customers who are fully aware of the magnitude of their needs, solutions are recognized for their full value and price becomes a secondary issue.

         Your salespeople will learn the Student and Doctor sales roles, which include:

• How to use the power of information technology to study and approach your prospect.
• Questioning skills to diagnose needs your competitors are sure to miss
• How to sequence questions in a new and powerful way - just like a doctor (history, symptom, cause, complication and cure).
• Salespeople's crucial next step beyond problem-solving: problem anticipation
• How to get prospects to sell to other decision makers on your behalf
• How to intensify buying desire, and prove you're worth it
• How to build the buyer's momentum to purchase

         Through discussions, role plays and Kevin's personal examples from the field, salespeople will leave this program inspired to apply powerful new selling skills.

         Formats: Keynote, half-day seminar, full-day seminar

          "I've been involved in selling ad space for over 20 years and during that time I've attended many sales training programs. Your program (on preventing price objections) was the most impressive training session I have ever attended! The content was so dynamic that I am confident it will dramatically improve the consultative selling skills of our sales force."

Ronald W. Evans

Publisher, Byte Magazine

          "Kevin Davis's instructional and motivational techniques for preventing price objections have proven to be invaluable to my sales force, and has helped to increase profit margins and sales volume by over 45% in the last two years."

Marshall Liverman

Western Division Manager, Stonhard, Inc.