Value based selling skills training

Delivery methods:

Instructor lead on-line training
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 representatives, account managers, sales executives, and commercial managers knowledge, skills and abilities:

Explain different communication and motivation needs of others
Present an innovate value proposition that differentiates from the competition
Review strategies developed for a particular prospect
Describe the Negotiator's Mentality and how it effects customer interaction
Use the Benefit to Gain or Loss to Avoid model to influence others
Sell value propositions that clearly demonstrate added value solutions
Help the buyer "manage the supply chain"
Demonstrate "probing before presenting"
Diagnose the value gap before presenting a solution
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
Sell value by presenting a client focused solution
Refocus prospect perceptions
Describe the characteristics of successful sales negotiators
Use effective negotiating skills to maintain margins and client relationships
Execute a value selling campaign based on the action plan developed during the workshop

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.

Value Based Selling Skills

Develop your selling team's value focused selling techniques and negotiating skills to swap price for value

Major focus:

Use Personal Behavioral Styles (DISC) to self-assess, read others, and adapt to their communication and motivational needs

Apply value propositions: benefit to gain or a loss to avoid

Use conversation and questioning skills to identify what is of value to them

Dollarize the value

Apply business relationship negotiating skills to satisfy everyone's needs