Most Account Managers, Account Executives, Sales Executives, Sales Representatives etc., view themselves as problem solvers. Their experience supports independent research on buying motives that concludes; "in three out of four situations, people buy to correct a problem or avoid a loss."

The challenge is to uncover and measure the concerns, problems, challenges etc., confronting the client representatives. All to often this discovery process begins with the question, "Do you have any problems with ...?" (And you know the response.)

Value Based Selling is a pragmatic, experiential workshop that will enable the representative to be pro-active in uncovering concerns and offering solutions that will be of value to the client and profitable business for the supplier organization.

Guiding Principles:

• Use the P.A.V.E. (preparation, attitude, value, end) model as a guide in customer interaction
• Treat clients as prospects - a client tends to stay at rest unless acted on by an outside force
• The value proposition must be positive for both parties
• Maintain the relationship

At the end of the workshop participants will be able to:

1. Explain different communication and motivation needs and review strategies developed for a particular client.
2. Describe elements of basic business acumen.
3. Present benchmarking analysis and industry knowledge to establish credibility.
4. Profile various client functions discerning how they produce value for the client.
5. Identify key personnel such as: Decision Maker, Economic Buyer, Influencer, Gatekeeper.
6. Modify conversation topics based on the "level" of contact.
7. Demonstrate conversation skills with the structured Value-Based interviewing approach.
8. Review how they role-played presenting a cost-justified solution.
9. Describe practices to deal with resistance, concerns and uncertainty.
10. Execute a sales campaign based on the action plan developed during the workshop.