Value based selling skills training

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.

Value Based Selling Skills & Techniques

Major focus:

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

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

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

Recognize and leverage the business challenges of: time and uncertainty

Know their Key Performance Indicators (KPI)

Use Tablets and Cloud technology to improve productivity of sales professionals