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Value Based
Selling Skills
Sell Value:
Premium Products and Services in the Price vs.Value Model
Help your sales team
swap price for value with value oriented selling techniques.
At the end of this course
sales managers, sales executives, commercial managers will be able
to:
- Explain different
communication and motivation needs of others
- Review strategies
developed for a particular prospect
- Use the Benefit to
Gain or Loss to Avoid model to gauge value
- Craft value propositions
that clearly demonstrate added-value services
- 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 proposal
- Refocus prospect perceptions
- Use business acumen
skills to cost justify the recommendation
- Execute a value sales
campaign based on the action plan developed during the workshop
Organic
growth - growing marketshare by taking marketshare from your competition
- requires both 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 have 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 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 to sell 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 focus
on value-added 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 solutions that will open and close
the value gap. 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 using value
added sales skills, but the client views the proposition as expected
performance. Keep in mind that the value added offering of today,
in the client's eyes, becomes the standard of tomorrow: the value
bar keeps going up.
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