Sales Techniques:
Value Based Selling

How to sell based on value
and not price?

This course is for Salespeople that want to learn how to sell the value of their products and services to their customers. Selling based on price may help in the short term but can be detrimental to the long-term. Value Selling is a highly participative course that will equip participants with the tools required to effectively position and sell based on value.


In this training, you will learn what value really means for your customers and how to pitch your products and services in a persuasive manner. We will analyse your value propositions and determine the value drivers for your customers. We will look at how to present the value of your proposal at each stage of the sales process, from the initial appointment to closing of the deal. 


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

– match appropriate solutions to the customer’s needs, wants and desires. Demonstrate how to present benefits rather than features

– overcome objections, increase the price, and help customers complete their transaction


Introduction: What is selling?

Step 1: The benefits of your value proposition

Step 2: The costs of your value proposition

Step 3: Presenting your value proposition

Step 4: Opening the dialogue

Step 5: Questioning and Investigating

Step 6: Presenting your value proposition

Step 7: Handling Objections

Step 8: Closing the Deal

Duration & Format

Duration: 1 day
Available in : class room and online