"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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Value Based Selling Skills & Techniques
Use Financial Language to Support a Solution
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.
Sales professionals, account managers, sales executives, and commercial managers knowledge, skills, and abilities: