Value Selling
How to sell based on value and not price?
Value Selling
How to sell based on value and not price?
Did you know that too many options or too much information might overwhelm a customer, making them less inclined to make a decision? Simplifying alternatives is often necessary when pitching your product or service. However, the problem is deciding what to say and what not to say.
Description
Through hands-on experiences and real-world examples, you will understand the power of Value Selling, including how to refine your value proposition, navigate the sales process, and present your price. The course covers key concepts such as:
Presenting your Value Proposition: Learn the art and science of creating an appealing value proposition that will set you apart from the competition.
Sales Process Mastery: Learn how to navigate the sales process, from lead generation to completing the deal, step by step.
Pricing Cues: Participate in specialized training modules that focus on price strategies and cues to maximise value and profitability.
You will not only have improved your selling skills at the end of this course, but you will also be a more compelling communicator, both in understanding others and successfully delivering your value proposition.
Description
Through hands-on experiences and real-world examples, you will understand the power of Value Selling, including how to refine your value proposition, navigate the sales process, and present your price. The course covers key concepts such as:
Presenting your Value Proposition: Learn the art and science of creating an appealing value proposition that will set you apart from the competition.
Sales Process Mastery: Learn how to navigate the sales process, from lead generation to completing the deal, step by step.
Pricing Cues: Participate in specialized training modules that focus on price strategies and cues to maximise value and profitability.
You will not only have improved your selling skills at the end of this course, but you will also be a more compelling communicator, both in understanding others and successfully delivering your value proposition.
Outline
Part 1 – Creating Customer Value: Decipher the Customer’s Multidimensional Concept of “Value”. Practical Strategies for Communicating Your Unique Value Proposition in Order to Increase Engagement
Part 2 – Pricing Tactics: Understand the Psychology of Customer Price Perception. Identify the most appropriate way to present your price
Part 3 – Sales Process: Step-by-Step Instructions for Creating a Sales Process: From the first greeting until the confident close.
Outcome
By the end of the course, the participants will be able to:
– understand the principles of selling and how to control the sale with a structured sales process
– know how to sell – not tell – by discovering the needs, wants and desires of customers and identify their trigger points
– overcome objections, increase the price, and help customers complete their transaction
Duration & Format
Duration: 1 day
Available in : class room and online
Outcome
By the end of the course, the participants will be able to:
– understand the principles of selling and how to control the sale with a structured sales process
– know how to sell – not tell – by discovering the needs, wants and desires of customers and identify their trigger points
– overcome objections, increase the price, and help customers complete their transaction