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Training and Coaching in: Leading, Managing, Negotiating, and Selling since 1987

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Value Proposition Sales Training

Create Unique Value Selling Propositions to Engage the Prospect or Client

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

At the conclusion of this selling value proposition training participants will be able to:

  • Present an innovative solution that will differentiate their products and services from the competition.
  • Apply business acumen: know how the prospect makes money.
  • Identify the decision criteria process based on benefits to gain or losses to avoid.
  • Describe the ideal situation and the value to the prospect.
  • Use takeaway techniques to gauge the degree of value to the prospect.
  • Use an advanced fact-finding process to quickly have the prospect or client prioritize their concerns and opportunity value.
  • Develop a value based solution supported by hard dollar savings or anticipated revenue stream.
  • Demonstrate trial closing techniques to conditionally gain agreement to a solution recommendation.

As the competitive environment becomes crowded with global companies, the value proposition must be more than "the biggest" or "been around the longest" to gain entry to the decision maker. Customer contact people, from the customer service representative to the CEO, need to be able to articulate and sell the value proposition that is unique to that prospect or client. Marketing can't do this alone. Customer contact people must be engaged and expected to adapt a financially oriented selling value proposition to the individual client or prospect. The value proposition sales training seminar will help you differentiate from the competitors and determine if a prospect is really interested. Also discussed are the negotiation tactics and gambits used by some prospects when they aren't really interested and try to just "steal" a deal. Value proposition sales training provides skills in knowing when to make the first offer, how to give and ask for concessions, and when to walk away from a deal.