The ABC’s of the New USP™

Do you still use a Unique Selling Proposition? Does it have something to do with being “better”, “faster”, “really listening to customers”, etc.? Or maybe you tell prospects that your solution is the “first” or “only” product/service that does what it does? Well, this kind of USP is useless! Remember that ANYTHING your competition can claim or copy will be claimed or copied in no time.

In today’s marketplace, when any product or service can be copied, and platitudes like “great customer service” are white noise, the only way to differentiate is to differentiate yourself. You must build a persona around yourself, your product and/or your company.

Products and services can be copied, but people and personas can’t.

In this training session Erik Luhrs will teach participants 3 of the primary elements of the New USP™ and help them apply them so they can create their own New USP™

 

 

How to Create Real Rapport Rapidly

Far too many salespeople think that rapport is a tactic, so they create fake rapport instead of real rapport with clients. Though this may sound like semantics, the truth is that fake rapport fades and has to be artificially maintained which takes time and energy, and it can be easily broken.

Real rapport, on the other hand, is a true and deep connection space that is unique to the two people who share it. It does not need artificial upkeep and it is the doorway to more sales, bigger sales and referrals. It’s the rapport salespeople talk about but seldom ever achieve.

In this training session Erik Luhrs will help participants experience both types of rapport, so they can tell the difference. He will also help them master their own methodology for creating real rapport, so they can create it faster and more deeply.

 

 

Discovering a Client’s Unique Buying Position™

Do you suffer from long sales cycles? Do you go all the way through a sales process with someone just to watch them hand the business to someone else? Do you try to show the client why your solution is best over and over again and feel like they just can’t understand you? If so, then you haven’t gotten to their UBP.

The Unique Buying Position™ is the nexus of the client’s linchpin problem, the perfect solution and the internal process that helps clients make a good or bad buying decision. Without anyone to help them address their UBP most clients will make a poor choice based on either price or immediate need – neither of which is good long term.

In this training session Erik Luhrs will breakdown the Unique Buying Position™, what it is, where it lives, how to get to it, how to work with it and how to help the buyer use it to make the best possible choice for them.

 

 

Making Killer Presentations by Killing the Presentation

Are your salespeople armed with a “killer” sales presentation? Does it consist of a set of PowerPoint Slides and script that “always works”? Do they give printouts of the slides because it’s a “reminder of the value proposition”? If it’s so good, then why are still only converting less than 100%? (and less than 50% on average).

The truth is that clients think the want presentations, but they don’t.  And salespeople think they are making their case during presentations, but they don’t. Ultimately you have two sets of people in a room because they think they are supposed to be there because they think this is how sales get done.

In this training session Erik Luhrs will breakdown the standard sales presentation and why it creates more confusion and disinterest than sales. He will also train attendees in the POWER process, so they can use presentation time for sales creation instead.

 

Customized Topics

Don’t see something that will “hit home” with your attendees? No problem. Simply CONTACT US to discuss what your attendees’ biggest hot buttons are and we’ll design a breakout session that will blow their minds, unlock their potential and have them driving up sales in no time flat!

 

 

Includes:

• 60 minute training session
• 15 minute Q&A with audience
• Workbook for all attendees
• Autographed copy of BE DO SALE for up to 100 attendees