Value-Based Selling Training Course Outline
Module 1: Value Based Selling
- What is Value Based Selling?
- Principles of Value Based Selling Methodology
- Value Based Selling Process and Techniques
- Differences and Similarities Between Value Based Selling and Value-Added Selling
Module 2: Value-Added Selling Philosophy
- Real Meaning of Value
- Value ADD-ITUDE
- Customer-Focused Value
- Seller-Focused Value
- Value-Added Selling
- Characteristics of Value-Added Salespeople
- Price Facts
Module 3: Critical Buying Path, Value-Added Sales Process, and Customer Messaging
- Paradigms of Buying
- Critical Buying Path in Value-Added Selling
- Value-Added Sales Process and its Strategic Overview
- Customer Messaging
- Value Added
Module 4: High-Value Target Account Selection and Target Penetration
- Power of Discernment
- Strategic Focus: Developing Market Savviness
- Tactical Focus: Targeting Specific Accounts
- Awareness of Your Profit Piranhas
- Account Penetration Rules
- Level I, II, and III Decision Makers
- How to Talk Like a Level I, II, or III Decision Maker?
Module 5: Value-Added Selling Strategies
- Customerising – as a Process
- Positioning – Seller’s Position in Buyers’ Mind
- Differentiating –Definable and Defendable Differences as a Seller
- Presenting – Personalising Your Message and Maximise Perceived Value
- Supporting – Supporting Strategies with Process and People Support
- Relationship Building – Cornerstone of Value-Added Selling
- Principles of Relationship Building
- Tinkering – Responding to Your Customers in their Doubts
- How is Tinkering Done?
- Value Reinforcement – Vital Components of Customer-Messaging Campaign
- Leveraging – Strategy for Maximising, Optimising, and Multiplying Efforts
Module 6: Value-Added Selling Tactics
- Canvassing –Process of Identifying New Sources of Business
- Getting Appointments – Four-Step Method for Getting Appointments
- Pre-Call Planning – Planning Your Sales Call
- Opening Stage – Impact Opening of Sales Call
- Needs-Analysis Stage – Analysing Buyer’s Needs to Sell Added Value
- Presentation Stage – Selling Three Dimensions of Value
- Commitment Stage (Closing) – Closing Sales on Right Time
- Handling Objections – Elaborated Ways to Respond to Price Objections
- Post-Call Activities – Conducting Post-Call Review