>	Planning for Success
>	Forming Business Relationships
>	Searching for Opportunities
>	Positioning the Value and Closing
>	Renewing the Relationship
>	Team Selling
>	Collaborative Negotiations
>	Motivating for Sales Performance

Positioning the Value and Closing

Overview
You’ve only got a limited amount of time to state your case and make your point. How can you position the value of your solution so that the customer is absolutely convinced that your solution is far superior to all others including not doing anything?

We’ve all been caught speechless when the customer raises an objection that we hadn’t considered. Learn how to address even the toughest objections with confidence and then successfully bring the sale to its logical conclusion: the close.

Performance Outcomes
As a result of participating in Positioning the Value and Closing, you should be able to:

• Communicate value to customers.
  
  
• Present powerfully, professionally, and with positive results.
  
  
• Handle objections with confidence and to more the sale forward.
  
  
• Gain agreement and commitment.
  
  
• Close.

Activities
Activities include creating FABDs (Features, Advantages, Benefits, Differentiators), identifying your company’s key differentiators, using RSVP to communicate value, conducting a prepared or extemporaneous solution presentation, and preparing to apply skills to your Personal Breakthrough Opportunity.