VAST Sales, a program designed to energize your sales meeting, is geared toward adding value to your customers -- value that differentiates you from your competitors. The program is about those little things that add extra value to your products or service. It consists of 12 components that represent issues of interest to sales teams. The purpose of the program is to provide practical on-the-job training that does not take salespeople away from their jobs and to build a value-added sales team that consistently delivers value-added service to its customers. Each module can also be purchased separately.

The modules are:

1. Value-Added Service
   • Define value-added service in terms of customers' expectations.
   • Identify ways to provide value-added service on a consistent basis.
   • Differentiate your company's added value from that of your competitors.
   • Identify ways to communicate your company's added value to customers.
2. Customer Awareness Throughout the Organization
   • Listen attentively to customer feedback.
   • Analyze and document customer feedback in terms of needs and expectations.
   • Report customer needs and expectations to the sales support functions throughout the organization.
3. Value-Driven Selling
   • Identify company values in the sales environment.
   • Drive the application of values within the sales team and with customers.
   • Identify the benefits of value-driven selling to sales representatives, to the sales team, and to customers.
4. The Value-Added Sales Team
   • Clarify the sales team members' expectations of the sales manager.
   • Clarify the sales manager's expectation of the sales team and sales representatives'.
5. Visibility and Accountability
   • Identify how the team spends its time.
   • Identify ways to reduce the amount of time spend of non-selling activities.
   • Complete a weekly activity schedule that optimized selling time.
6. Industry Marketing
   • Identify distinguishing characteristics of your customers' industries.
   • Identify industry-specific applications (i.e. relevant features and benefits).
   • Identify resources available to keep up with industry trends.
7. Deploying the Strengths of the Sales Team
   • Identify the strengths of individual team members.
   • Capitalize on each individual's strengths to build the team.
   • Deploy available resources effectively.
8. Answering Customer's Questions About the Future
   • Discuss questions that customers are asking about your future products.
   • Identify customers' future needs so you can create new or enhanced products and services to meet those needs.
   • Equip the sales team to talk about newly planned products and services that may affect your customers' strategic planning.
9. Developing Accounts Naturally
   • Educate satisfied customers on your company's other capabilities.
   • Identify was to find new customers in the account.
10. Caring for the Sales Support Staff
    • Identify the ways the sales support staff can add value to your products or service.
    • Identify the needs and expectations of the sales support staff.
    • Identify ways to support the sales support staff.
11. Managing Customer Expectations
    • Identify customers' expectations.
    • Clarify customers' expectations.
    • Develop the need that supports customers' expectations.
    • Compare the benefits of your product with customers' expectations.
    • Highlight product benefits that match customers' expectations.
12. Risking for Success.
    • Demonstrate the value of risk-taking.
    • Identify ways to manage risk.

Bulk purchase discounts are available. You receive a 10% discount at 10 licenses, and a 20% discount at 20 licenses. Contact developer for enterprise pricing of 100 licenses or more. Price includes $16 2-Day Shipping. Ordering this product via standard shipping is also available