Value Selling
Start
Complete all missions
Presenting Value / Solve their Problem
Understanding Customer Needs
Address Objections
Why SureHands?
Satisfaction Focused, not just make the “Sale”
Trusted Advisors
Designed for 15-year Life, Unmatched Flexibility
Product Quality
Lowest Total Ownership Cost
Best Value
Our Support
Ready to Serve/ Parts Readily Available
Next
Back
Uncover the Customer Challenges:
Ask open-ended probing questions
Lots of listening, be authentic
Use past experiences to see if the customer has similar challenenges or problems
Next
Back
Uncover Customer Challenges : Open ended questions to consider:
What are your goals?
What transfer challenges do you currently face?
How would you like to transfer?
What is your long term goal?
What does your ideal transfer solution look like?
How do you currently transfer?
How would your day change if a lift system were in place?
What does a typical day look like?
What are the most important features of a lifting solution?
Why are you considering a lift system?
Back
Next
Complete all missions
Presenting Value / Solve their Problem
Understanding Customer Needs
Address Objections
Solve their problem
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Next
Back
Solve their problem
Focus on how you can genuinely solve their problems and tie it back to the challenges that were just uncovered.
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Next
Back
Solve their problem
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Establish trust by being transparent and demonstrating a deep understanding of their situation.
Next
Back
Solve their problem
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Use real-world examples and testimonials to explain how you have helped people with similar challenges.
Next
Back
Solve their problem : Examples
Customer Challenge: I want to live in my home alone without having to rely on caregiver
An independent lift system will allow you to live at home alone.
Customer Challenge: My daughter has MS and lives at home with her family. It has been difficult manually transfering her to the bathroom, sofa, and her chair. How can we make this easier?
1. Tell me more about how this will help your family.2. How are you currently transfering? 3. Tell me about some of your challenges? 3. What is you and your family's goal after a lift is installed in your home? Having a lift in the home will allow more people to help her transfer. *Explain how the solution will help them overcome their challenges and acheive their goals.*
Next
Back
Complete all missions
Presenting Value / Solve their Problem
Understanding Customer Needs
Address Objections
Common Objections
Damage to ceiling/home
Not Covered by Insurance
Price
Next
Back
Address Objections
Not Covered by Insurance:
Price:
Damage to ceiling/home
- Available funding & financing
- Customers who have chosen other solutions and eventually came back to Surehands
- In-Home care companies require lifts to provide
- Provide examples of home installations with our professional installers
- 15 year lifespan, lower total cost over the lifetime
- Be a resource about available funding & financing, explain how others have had systems funded
Next
Back
Address Objections - "It's too expensive"
Relate the objection back to the challenge and explain how your solution will solve the customers problem
- Longevity
- Equipment is designed and tested for a 15 Year lifespan
- Slings withstand 30,000 tests @ 770lbs
- Reliability
- 8x less downtime than competitor equipment
- Lowest total cost of ownership
- You will save over the life of the equipment
- Warranty
- We can extend to a 5 year warranty with SureHands approval
- SureHands has been around for over 40 years – not going anywhere
Next
Back
Address Objections - "It's not covered by insurance"
Relate the objection back to the challenge and explain how your solution will solve the customers problem
70% of SureHands Systems are paid for by funding & financing sources- Are you eligible for any listed?
- VA
- VocRehab
- Medicaid waiver
- Workers Comp
- Grants
- Financing through Mobility Trust
Navigate to our Financing & Funding site for more infromation:
Next
Back
https://fundingfinancing.my.canva.site/landing-page
Address Objections - "I don't want holes in my ceiling"
Relate the objection back to the challenge and explain how your solution will solve the customers problem
- The installation can be minimal and repaired after removal with just spackle and paint.
- Our installation methods can be similar to installing a TV on the wall
- We also have free-standing solutions
Next
Back
Closing the Sale
Close on the Sale, Set Next Steps and Deliver!
Summarize the proposed solution and how it addresses the customer’s challenges or helps them achieve their goals.
Next
Back
Value Selling
You completed this course! Let us know if you have questions!
Restart
Value Selling
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Transcript
Value Selling
Start
Complete all missions
Presenting Value / Solve their Problem
Understanding Customer Needs
Address Objections
Why SureHands?
Satisfaction Focused, not just make the “Sale”
Trusted Advisors
Designed for 15-year Life, Unmatched Flexibility
Product Quality
Lowest Total Ownership Cost
Best Value
Our Support
Ready to Serve/ Parts Readily Available
Next
Back
Uncover the Customer Challenges:
Ask open-ended probing questions
Lots of listening, be authentic
Use past experiences to see if the customer has similar challenenges or problems
Next
Back
Uncover Customer Challenges : Open ended questions to consider:
What are your goals?
What transfer challenges do you currently face?
How would you like to transfer?
What is your long term goal?
What does your ideal transfer solution look like?
How do you currently transfer?
How would your day change if a lift system were in place?
What does a typical day look like?
What are the most important features of a lifting solution?
Why are you considering a lift system?
Back
Next
Complete all missions
Presenting Value / Solve their Problem
Understanding Customer Needs
Address Objections
Solve their problem
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Next
Back
Solve their problem
Focus on how you can genuinely solve their problems and tie it back to the challenges that were just uncovered.
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Next
Back
Solve their problem
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Establish trust by being transparent and demonstrating a deep understanding of their situation.
Next
Back
Solve their problem
Ask open ended questions
Identify the challenge
Establish Trust
Listen & be authentic
Use real world examples of how you have solved similar challenges
Solve the challenge
Use real-world examples and testimonials to explain how you have helped people with similar challenges.
Next
Back
Solve their problem : Examples
Customer Challenge: I want to live in my home alone without having to rely on caregiver
An independent lift system will allow you to live at home alone.
Customer Challenge: My daughter has MS and lives at home with her family. It has been difficult manually transfering her to the bathroom, sofa, and her chair. How can we make this easier?
1. Tell me more about how this will help your family.2. How are you currently transfering? 3. Tell me about some of your challenges? 3. What is you and your family's goal after a lift is installed in your home? Having a lift in the home will allow more people to help her transfer. *Explain how the solution will help them overcome their challenges and acheive their goals.*
Next
Back
Complete all missions
Presenting Value / Solve their Problem
Understanding Customer Needs
Address Objections
Common Objections
Damage to ceiling/home
Not Covered by Insurance
Price
Next
Back
Address Objections
Not Covered by Insurance:
Price:
Damage to ceiling/home
Next
Back
Address Objections - "It's too expensive"
Relate the objection back to the challenge and explain how your solution will solve the customers problem
Next
Back
Address Objections - "It's not covered by insurance"
Relate the objection back to the challenge and explain how your solution will solve the customers problem
70% of SureHands Systems are paid for by funding & financing sources- Are you eligible for any listed?
- VA
- VocRehab
- Medicaid waiver
- Workers Comp
- Grants
- Financing through Mobility Trust
Navigate to our Financing & Funding site for more infromation:
Next
Back
https://fundingfinancing.my.canva.site/landing-page
Address Objections - "I don't want holes in my ceiling"
Relate the objection back to the challenge and explain how your solution will solve the customers problem
Next
Back
Closing the Sale
Close on the Sale, Set Next Steps and Deliver!
Summarize the proposed solution and how it addresses the customer’s challenges or helps them achieve their goals.
Next
Back
Value Selling
You completed this course! Let us know if you have questions!
Restart