Selling on Value
Workshop Description
Selling on value, when done well and with the right accounts, strengthens the business relationship, enhances customer retention, and increases sales and profits for both sides. The challenge is to do it well. Many sales professionals still revert to selling on price and making other price-related concessions. Participants in the Selling on Value workshop will learn how to use factors other than price, especially those factors that differentiate and set you apart.
Who Should Attend?
If you have previously attended the Essential Selling Skills (ESS) workshop, this workshop complements what you learned in ESS. However, it is not a prerequisite. The Selling on Value workshop is well suited for all salespeople, regardless of experience level. Anyone involved in the process of selling products or services, with the desire to improve their selling skills, increase profits, and retain a loyal customer base, will benefit from this workshop.
Workshop Topics and Objectives
The topics shown below are for the two day version of the Selling on Value workshop. You select the most relevant topics for your sales team. We will then customize the workshop content and duration at no cost to you.
Value-Added Selling Model: Introduction to a model and overview of the "how”, "what”, and "who” of value-based selling. You cannot sell well on value if you don’t know the customer’s critical needs and how you can most effectively meet those needs.
Creating and Quantifying Your Value Offer: Learn a practical 4-step method to plan and quantify your value proposition in specific, measurable terms that have high impact for the customer.
Selling and Communicating Your Value Offer: Guidelines on how to present your value proposition most persuasively, with emphasis on how to avoid the three most common mistakes made by sales professionals.
Strengthening Relationships with Higher Level Decision Makers: Value selling requires that you sell well to higher level decision makers. You will learn how to vary your selling style in order to build rapport with different decision makers. A prework self-survey (part 2 of the same self-survey used in Essential Selling Skills) will be used to assess your natural selling style.
Developing an Account Strategy: A planning process gives each participant an opportunity to apply the concepts to an actual account.
The Selling on Value workshop content, duration, and delivery options can be customized for your company and primary audience. Peak Selling provides a full line of customized sales and sales management workshops, offering instructor-led training, online training, and coaching.
Customization and Delivery Options
The Selling on Value workshop content, duration, and delivery options can be customized for your company and primary audience. Peak Selling provides a full line of customized sales and sales management workshops, offering instructor-led training, online training, and coaching.
Need a customized workshop in Spanish? Contact us to schedule a time to talk with our Senior Bilingual Instructor (Instructor Bio in English and in Spanish).