Click below to get a "taste" of PAVE value selling: Testimonials "This has reminded me to sell value by asking more questions and, more importantly, to listen to the customer. Great refresher." Senior Account Manager "The role-play case studies demonstrated how we need to expand our thinking. We had blinders on and missed the real win/win solution." President - Manuf. Rep. Auto Industry Just yourself? Learn about our highly effective and rewarding one-on-one Sales Coaching program. |
Value Based Selling SkillsSell
Value not Price
Develop your selling team's value focused selling techniques and negotiating skills to swap price for valueMajor focus:
Delivery methods:
Sales representatives, account managers, sales executives, and commercial managers knowledge, skills and abilities:
Organic growth - growing marketshare by taking marketshare from your competition - requires selling value with strategic and tactical skills and behaviors. On new accounts when meeting with the prospect three people are in the meeting: you, the prospect and the incumbent supplier. And everyone claims to sell value by having the best customer service, the highest quality, the fastest delivery, etc. It is not what you do but how you do it that makes the difference. This training course will provide the value selling skills and tools to help the prospect discover what they are not getting and could be getting from a full value supplier. With existing clients, continue selling value and neutralize competitor's thrusts that are trying to "buy" the business. The current challenge by low cost Chinese suppliers requires sales associates to sell value with influencing and negotiating techniques to help maintain prices and margins. Our value added selling skills training is a pragmatic, experiential course that will enable the sales person to be proactive in uncovering concerns and cost-justifying a solution that will open and close the value gap. We stress the need to keep more than price as a negotiating element to avoid the one-issue negotiation that makes your product or service a commodity. Value based selling goes beyond just a competitive price by identifying the abilities and services you offer that will help the prospect lower their costs, increase inventory turns or sell more of their products. Supplier recommendations will add value when they have measurable impact on the top or bottom line of the income statement. Many times sales people feel they are selling value with vintage 1970's sales skills, but the client views the proposition as expected performance. Keep in mind that the selling value offered today, in the client's eyes, becomes the standard of tomorrow: the value bar keeps going up. |
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