Creating and Capturing Value
Workshop Description
Selling on value, when done well, strengthens customer relationships, enhances retention, and helps you to grow your business at existing and new accounts. Because many salespeople revert to selling on price rather than value, they fail to capture the full value of their products and services. This workshop will improve your ability to sell well on value.
Notably, the workshop will focus on two things: 1) how to create the best possible value propositions that are tailored to each customer; 2) how to capture value by presenting your value proposition in the most compelling way and not make price concessions.
This interactive 2-hour workshop highlights practical concepts and guidelines, including an opportunity to create and present a value proposition for one of your accounts.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All salespeople will benefit from this workshop. It is especially well-suited for experienced sales professionals. Newer sales professionals can either attend this workshop or the "Selling on Value" workshop that is listed in the Newer Salespeople workshop section of our website.
Topics and Objectives
1. Overview of Selling on Value: The workshop begins with a discussion on how value selling can help your sales efforts and the common mistakes made by some salespeople.
2. Creating and Quantifying Your Value Proposition: Learn a practical 4-Step method to prepare value propositions that are tailored for each customer, and that capitalize on your differentiators and sources of value. An essential skill is the 4th step, which is the ability to quantify your value proposition. Each person will use a planning form to prepare the best possible value proposition for one of their accounts.
3. Capturing Value: You are most likely to succeed at capturing the full value of your products and services if you do two things well. First, you must present your value proposition in the most compelling and persuasive way. Second, you need to avoid making the common mistake of reverting to price concessions. Both things will be taught in the workshop.