Testimonials

"These are selling techniques that work. The workshop 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

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Skills and Techniques: Selling, Leading, Communicating, and Managing since 1987

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Value Based Selling Skills & Techniques

Use Financial Language to Support a Solution

Major focus:

  1. Know how to speak in business language: cash, working capital, NPV, IRR, margin / income

  2. Adapt LinkedIn Advance for Networking techniques to reach influencers and decision makers

  3. Use conversation and questioning skills to be perceived as a trusted advisor

  4. Recognize and leverage the business challenges of: time and uncertainty

  5. Know their Key Performance Indicators (KPI)

  6. Use Tablets and Cloud technology to improve productivity of sales professionals

Organic growth 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 a competitive price, the best customer service, the highest quality, the fastest delivery, etc. To differentiate yourself, as Royal Hawaiian Movers discovered, get their attention with financial language based descriptions of how you helped other customers meet financial metrics. This training course will provide the value selling skills and techniques that work and financial tools, such as formulas and Excel functions, to help the prospect discover what they are not getting and could be getting from a full value supplier. Also included in the modules is how to maintain sustainability with current customers using financial measurements and neutralize competitor's thrusts that are trying to "buy" the business. The current sustainability challenge by low cost Chinese suppliers requires sales professionals to sell value with financial acumen 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 professional 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 and avoid the one-issue negotiation that detracts from your value. Selling techniques that work go beyond just a competitive price by identifying the abilities and services you offer that will help the prospect lower their costs, enhance working capital, 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 professionals are attempting to sell value with vintage 1970's sales skills, but the client views the proposition as expected performance. Keep in mind that the value offered today, in the customer's eyes, becomes the standard of tomorrow: the value bar keeps going up.

Delivery methods:

  • One-on-one coaching
  • National / annual associate meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies

Sales professionals, account managers, sales executives, and commercial managers knowledge, skills, and abilities:

  • Explain different communication and motivation needs of others
  • Present a logical, financially based case to get the prospect's attention
  • How to maximize LinkedIn Advance for Networking
    - Get automatic updates on saved Advanced Searches
    - Utilize the Export Tool and Connection Surfing
    - Offering and requesting introductions
  • Review strategies developed for a particular prospect
  • Describe the consultative approach and how it effects customer interaction
  • Use logic, emotions (intuitive) feelings, and credibility to gain support for a solution
  • Demonstrate relationship sustainability skills and techniques
  • Diagnose the value gap before presenting a solution to a problem
  • Know how to identify the "pain" and expand the performance gap of the current supplier
  • Guide the prospect in "firing" his / her current supplier
  • Present benchmarking analysis and industry knowledge to establish credibility
  • Modify conversation topics based on the "level" of contact
  • Refocus prospect perceptions
  • Describe the characteristics of successful sales negotiators
  • Execute a value selling campaign using social media, conventions, associations, non-business relationships, etc.
Contact Us to learn more about Value Selling Skills

 

 
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