Effective Prospecting and Value-Based Selling

Prospecting is the lifeblood of auction businesses, providing a continuous influx of opportunities, fostering growth, and ensuring adaptability in a dynamic market environment. In this class, you will learn diverse prospecting methods and discover how to tailor your approach based on your auction specialties. We will explore the power of technology to streamline your prospecting efforts and dive into the art of nurturing lasting client relationships and measuring success. Join in a mastermind discussion to brainstorm specialty-specific ideas, share success stories, tackle common challenges collaboratively, and stay ahead of industry trends. Elevate your prospecting game and build a network that lasts.

Upon completing this class, you will be able to:

  1. Identify diverse prospecting methods and customized approaches to suit various auction specialties
  2. Utilize technology to streamline prospecting efforts and maintain a strong network of clients
  3. Set goals and analyze data to measure prospecting success and refine strategies
  4. Overcome prospecting challenges through peer collaboration and leveraging industry trends
     

In this interactive class, we will explore what value is, the mental calculus that customers use to assess value, and how it is tied to the buyers’ perceptions. We will examine the various ways in which value can be created and the different ways we can increase customers’ perceived value of what you bring to the table. The session will use large group discussions and break out mini groups to brainstorm ways that you can communicate enhanced value and grow your business through value statements and unique selling propositions.

Upon completing this class, you will be able to:
  1. Explain the value equation
  2. Identify the ways that value can be created
  3. Apply the knowledge of value and it's elements to enhance communication with prospective clients
  4. Use the value you create for clients to craft a unique selling proposition and value statement
 
   

Instructor

Alex Bourland, CAI, GPPA