Value-Based Selling System

This 2.5 day advanced workshop is designed for the sales professional who is ready to invest the time and energy to uncover hard dollar value propositions for their prospects and clients. The workshop will be lead by Dan Belanger and Ed Pritchard who have combined sales experience of over 50 years. See company profile for biographical information.

Outline:

Preparation

• Prospect and Network - up to date techniques for getting to the right people
• Basic business acumen - what really matters: net profit, cash flow and return on assets
• Understand motivational needs of others
  • What are the green, yellow and red buttons of the contact
  • Identify and leverage your strengths and weaknesses
  • Use Inscape Personal Profile System to develop your own action plan
• Initial contacts via telephone or email with your Value Proposition
• Professionalism: dress, manners, language, entertaining
• Develop a business case for win-win potential: what is the benefit to your organization in assigning resources to the deal

Attitude

• How to talk to various levels in the organization
• Establish and maintain good relationships
• Avoid talking yourself out of a deal: the mental side of selling
• How to recover from setbacks

Value

• Learn how to approach different functions: marketing, operations, sales etc
• Use Advanced Calibration methodology to identify the Value Proposition of the different functions
• Understand and measure using hard dollars the prospect's or client's Priority of Value

End

• Craft a Value Proposition proposal focused on hard dollar cost justification
• Present the features and benefits not the technology
• Turn objections into objectives
• Set the stage for the next Value Proposition opportunity

Timing and Investment

• Course fee is $695 and is due 30 days prior to the workshop. This includes: all workshop materials, manual, templates of contact logs, proposal format etc, reinforcement CD and individual consulting by the instructors for 30 days after the workshop.
• We accept: checks, Visa, Mastercard. With your confirmation notice will be a list of local hotels. The workshops are held at locations adjacent to Wayne County Metro Airport (Detroit Metro Airport) with shuttle service between the Airport, Hotels and nearby restaurants.
• Workshop size is limited to 18 participants
• Workshops dates
  • January 5 - 7, 2004
  • March 8 - 10, 2004
• Monday and Tuesday sessions will run from 8:00am to 4:30pm, Wednesday will be from 7:30am to 11:30am
• There will be pre-workshop preparation and evening assignments. Pre-workshop assignments will be mailed two weeks prior to the session selected.
• Upon registration we will provide a list of local hotels with rates and maps of the area.
• Any questions call us at 888-209-4694.