Value centred selling course
Sales@Work
Value Selling
process training
Discover, formulate and demonstrate the value customers are searching for.
The Challenge
How do you discover and demonstrate the existent value to your customer?
Practising conscious selling creates new opportunities in customer interaction. When pointing out the difference is tricky, competition is offering similar solutions and pressure on the price is constant, assessing and demonstrating value for customers remains the only right strategy for success.
Value-centered selling requires sales professionals to learn new knowledge and techniques and reinforce existing skills to meet new challenges.
Value Selling brings change in both the way sales are organised and at the individual level.
Do you accept the challenge?
Training Summary
Develop the key knowledge and skills to consciously practice value-centred selling. Move beyond the consultative selling level and maximize the value of the solution and customer interaction.
Who should attend?
- Salespeople who have attended other courses and want to align themselves with modern sales techniques
- Employees with average sales experience
- Entrepreneurs
- Middle management in sales departments
- Sales managers
- Inside Sales
- Marketing department employees
- Sales support employees
- Representatives of support departments (technical, service, processing, logistics, financial, etc)
- Salespeople who want to maintain their sales agility
- CEOs of small and medium-sized companies
What do participants get?
By the end of this course, you will:
- Understand how customers buy
- Learn new sales tools that will increase your chances of closing (increasing sales) and help you meet your monthly targets
- Learn to easily justify price using value-based arguments
- Learn how to overcome sales process bottlenecks
- Understand customer objections and how to deal with them
- Be able to learn a generally valid sales recipe that you can easily adapt to each situation and to your personal talents
- Practice your acquired skills in practical activities
Trainers
Adrian Badea
Senior Trainer, Consultant
Certified trainer with experience in sales, management and human resources. Adrian is constantly concerned with refining how to influence others through conscious communication.
Nicoleta Raduta
Senior Trainer, Consultant
Certified senior trainer, and creator of evaluation and certification programs. Nicoleta is always concerned with refining the methods of increasing results in terms of professional excellence. It offers unique experiences to participants, using an appropriate mix of techniques focused on the involvement and development of salespeople.
Marian Stirbescu
Senior Trainer, Consultant
Certified trainer, with experience in value selling and developing solutions for sales teams. Marian is the author of the value model and the Selling Preference Profile (SPP-1) tool.
Value-Centred Selling course agenda
Mindful selling
- Value Selling manifesto
- How do customers buy? Key ingredients in the buying process. Price vs Value
- The selling model based on the customer’s earned value
- From prospecting to demonstrating success
Demonstrating the solution’s value
- Demonstrating the value of the solution (NORM)
- Developing resources to support sales
- Insights into value-centred selling: The Invisible Confessor; The Opportunity Race; The Quality Standard
Providing value through interaction
- Building credibility through the use of positioning
- Maximizing human interaction
- Addressing indifferent customers
Advanced collaborative gap resolution techniques
- Types of objections and strategies (6X4)
- One-way negotiation, preventive approach
Skill development through practising on specific scenarios
Personal sales skills development plan (skill-building training)
Professional in value-centred selling
Those who have been practising consultative selling for some time now have the opportunity to validate their professional level and grow by utilizing a conscious approach to value-centred selling. Get in touch with a complete method, practice actively and get the results you deserve as a salesperson.
Advantages for you
Results
Discover new scenarios to generate sales, increase the value of each customer and utilize a consistent sales process
Agility
Gain rigour and confidence to achieve speed and flexibility to capitalize on opportunities
Validation
Validate your accumulated experience, consolidate and refine existing skills, discover new areas for development
Value
Master value creation techniques, collaborate effectively with the client to maximize mutual win-win opportunities
Registration
We offer price options for individual participation and for groups.
For groups of more than 10 participants variable discount is included for courses dedicated to your organization.
PrIce per participant
1-9 participants
For individual participation or groups of up to 9 participants
price per group
10-15 participants
Fixed price for groups of 10 to 15 participants
*All prices are VAT Exclusive
Customized training
Dedicated sessions
Dedicated sessions are available for a minimum of 8 participants.
Looking for something different?
Is this option not quite what you’re seeking? Give us a sign and we’ll help with a personalised solution.
Price
400 Euro VAT exclusive per participant / 450 Euro VAT exclusive per participant (with accreditation)
Are you looking for a better price? Please contact an Axioma training consultant for details.
Send us an email at training@axioma-solutions.co.uk
Registration – Value-centred selling course
Send us an email at training@axioma-solutions.co.uk
Are you looking for something different?
If this isn’t exactly what you’re after, let us know, and we’ll develop a tailored solution for you. Access our contact information here.
Copyright information
Sales@Work is a registered trademark of Axioma Solutions SRL.