Selling on Value
Workshop Description
Sales support personnel such as technical service are often asked to present information to customers. As such, learning how to highlight the value that your company, products, and services can provide is an essential competency. This interactive 2-hour workshop highlights practical concepts and guidelines, including a brainstorm activity to identify and utilize anything that differentiates you.
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?
Newer salespeople and sales support personnel will benefit the most from this workshop.
Topics and Objectives
1. How to Present Information Well: You will learn some practical suggestions such as the distinction between features and benefits, and how to select the most relevant things that differentiate your company for specific sales situations.
2. Three Factors that Create Value: You will learn the three factors that create the most value for customers, such as customization, after which we will do a brainstorm activity to identify the sources of value that pertain to your company and products.
3. How to Avoid Common Mistakes: Because average sellers tend to make common mistakes, such as information overload and feature dumping, you will learn what to do instead. A role play activity will then be used to apply the teaching points from the entire workshop.