Learn how to identify needs accurately and present your product/service as the best choice, all things considered. Put price in its place and sell higher priced products/services against lower-priced competition.  Close the sale and get the business with low-stress, no stress methods that work every time.

1. Identify Needs and Present Solutions Learn: how to uncover selling opportunities; the role of self-image in sales effectiveness; overcoming initial sales resistance; willingness to pay versus ability to pay; questions as the key to sales success; key questions to arouse customer interest; the process of two step selling; planning your presentation thoroughly; questions you should memorize; a successful selling formula; how to keep the prospect involved; an attitude that assures sales success.

2. Overcome Price Resistance. Learn: why price is a major issue in modern selling; why price is seldom the reason for a buying decision; why customers ask price questions; how to uncover the reasons for price concerns; the difference between willingness to pay and ability to pay; ways to differentiate your product or service from competitors; the importance of being proud of your prices.

3. Sell On Non-Price Issues.  Learn: why price arises early in every sales conversation; attributes that are more important than price; values that lower price resistance; factors that diminish price concerns; how to win the price wars in your market; preference categories that determine purchase decisions; that price is always relative to perceived value.

4. Overcome Objections.  Learn: why objections are essential to successful selling; the times to deal with objections; the "pre-emptive strike" method; how to treat each objection; ways to answer objections effectively; the "Feel, Felt, Found" method of dealing with objections; the role of "fuzzy understanding" in lost sales; how to deal with price objections; ways to proceed after the objection; dealing with the insistent customer; a formula for overcoming objections.

5. Close the Sale.  Learn: why closing the sale is stressful; new models of closing the sale; the conditions that you must satisfy before you close; confirming questions you can ask; five closing methods; to answer the "let me think it over" response; the most important word in closing.