For years, traditional consultative selling was the approach many sellers used to successfully compete and consistently win sales. Consultative selling is a sales approach centered around understanding buyer needs and positioning offerings as solutions to problems. Consultative sellers use empathy and incisive questions to learn about a buyer’s reality and how they can succeed.
However, massive changes in buying technology and the vast amount of information on the internet are significantly changing how buyers buy at an unprecedented pace. They are more aware of their problems and possible solutions than ever before. Here’s the deal: customers don’t need a sales person to tell them what they already know. Instead, they are looking for ways to accelerate results: increase revenue, cut costs, mitigate risks and save time. We call that value. If you can make customers perceive value from your mutual interactions you’re setting yourself up for success.
Your ability to differentiate yourself and your company based on value while assuming a trusted-advisor role is vital if you want to be competitive.
So if you’re looking for ways to keep up with the changing buyer landscape and stay on top of the game, make sure you enroll for our Value Selling course!
For years, traditional consultative selling was the approach many sellers used to successfully compete and consistently win sales. Consultative selling is a sales approach centered around understanding buyer needs and positioning offerings as solutions to problems. Consultative sellers use empathy and incisive questions to learn about a buyer’s reality and how they can succeed.
However, massive changes in buying technology and the vast amount of information on the internet are significantly changing how buyers buy at an unprecedented pace. They are more aware of their problems and possible solutions than ever before. Here’s the deal: customers don’t need a sales person to tell them what they already know. Instead, they are looking for ways to accelerate results: increase revenue, cut costs, mitigate risks and save time. We call that value. If you can make customers perceive value from your mutual interactions you’re setting yourself up for success.
Your ability to differentiate yourself and your company based on value while assuming a trusted-advisor role is vital if you want to be competitive.
So if you’re looking for ways to keep up with the changing buyer landscape and stay on top of the game, make sure you enroll for our Value Selling course!
By the end of the course delegates will be able to:
Training program: Value Selling
The evolution of selling
The Value Gap concept
Analyzing the customer’s potential to sell them value
3 pillars of value selling
Pillar #1: Understand
Pillar #2: Influence
Pillar #3: Inspire
Training program: Value Selling
The evolution of selling
The Value Gap concept
Analyzing the customer’s potential to sell them value
3 pillars of value selling
Pillar #1: Understand
Pillar #2: Influence
Pillar #3: Inspire
The training follows the Kolb cycle and the ABL method (Activity Based Learning).
Participants take part in activating exercises preceded by the necessary theoretical introduction.
Participants have the opportunity to self-diagnose and receive feedback from the trainer.
The trainer presents knowledge using 3 channels of information transfer - sight, movement, hearing.
Discussion panel, group and individual exercises, presentation, role playing, case studies and review films.
1. Based on deeply analyse of your training needs, we will recommend you best trainer and programme offer.
2. Through the whole project, there’s gonna be an account manager to take care of your needs.
3. Participants will get all the necessary training materials in very attractive form.
4. We guarantee using variety of training methods through the whole project.
5. Your project will be closed with after training report containing evaluation and reccomendations for the future.
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