Value Based Selling

“Value-based selling is about adding value through the way you sell, helping the customer make a quicker decision with more certainty and enjoying the process as well.”

This is the flagship of sales skills development training courses. Combining all the biggest and best sales training concepts and ideas into one new, easy to use set of strategies, set-pieces and skills. This includes topics such as consultative selling, solution selling, SPIN, Wilson learning, Sandler complex selling, sales process mapping, benefit and improvement models, strategic, customer-focused, value-based not price led, up selling, cross selling and more.

It is a two-day course with one-day follow-up workshop. The course is based on extensive real-world experience from a wide variety of businesses, products and services, including many years of experience developing consultative selling methods.  It includes  extensive  practical planning sessions and role-play based on participant’s own examples and situations; hard and soft copy of variety of planning tools – to ensure rapid deployment of value-based skills gained from the training; high-quality presentation and structured approach to learning; many unique insights and methods.

Who will benefit

This highly-practical skills-based training program will benefit all those who are involved in approaching, developing, presenting or negotiating new business opportunities. This includes winning brand new customers and developing new revenue from existing clients, contacts or prospects. It is suitable for all levels and types of sales and marketing staff.

Key benefits of value based selling

This training course will provide participants with the proven strategies and tactics to build, manage and successfully close a sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes:

1. Increased impact of your new sales conversations, presentations and proposals leading to faster decisions and increased conversion.
2. Greater confidence, consistency and professionalism throughout the business development process.
3. Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations.
4. Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions.
5. How to build value at all points in the customer’s buying process through your knowledge, skills and structured approach
6. Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation.
7. Be better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity.
8. Overcome and avoid price-based objections, buying criteria and negotiation.

Training methodology

This training workshop is highly-interactive and encourages delegate participation through a combination of short presentations, group discussion, practical exercises (including structured role-play), case studies, and breakout sessions designed to learn new skills and reinforces existing abilities.

The second day features extensive rehearsal and review of current and real-life existing pitches, presentations and proposals.

Course personalisation

Each training workshop is personalised in three ways.

1. The first is to include or expand any specific learning points or topics you feel are important and omit any that are not needed.
2. The second is create bespoke examples and case studies for use during the planning and practice sessions (role-plays).
3. Review of training materials and workbook before the course to personalise with your internal culture, terminology and style. Each workbook is custom printed with your logo and colours if preferred.