TRAINING COURSE
Value-Based Selling and Consultative Sales Approach
START DATE:
Starts On-Demand / Immediately
By completing our Technical-Sales Training Courses, participants will be able to:
WHO SHOULD ATTEND?
Our sales training is aimed at salespeople with a multidisciplinary technical profile involved in commercial & sales positions, interested in expanding or perfecting their knowledge, sales skills, and professional competencies in the technical-sales world.
- Sales Engineers
- Key Account Managers
- Business Development Managers
- Consultative Sales Specialists
- Technical Sales Representatives
- Other B2B Sales Executives
TEAM OF TUTORS
The team of tutors for these courses is made up of qualified professionals from different countries, worldwide. Our teachers are industry experts, have extensive experience and expertise in technical selling; they are all passionate about their areas of know-how and will ensure you achieve your personal development goals.
PROGRAM STRUCTURE & CONTENTS
– The Value-Based Selling Fundamentals
– Converting Features into Benefits for Creating Value
– Dynamic Questioning in Sales Communication
– Managing Objections as Part of the Negotiation Process
– Tactics for Closing Deals and Winning Sales
– Sales Engineering Approach to Customer Pains
– Consultative Practices for Diagnosing Customer Pain
– Think in Value and Defend Your Price
READINGS, LECTURES & VIDEOS:
The Value Proposition Concept
How to Sell. Get Real and Get Focused
Align The Sales Process with The Buyer Process
Strategy Skills. SWOT Analysis
Considerations for Technical Demos and Running Trials
Identify the Competition and Objection Handling
Formulating Smart-Criteria Selling Questions
Why Customers Object. Handling Objections Strategies
Interacting with Your Prospect
Knowing How to Handle Objections
Tailoring your Value Proposition to Fit your Audience
Insight Selling and Value Proposition
50 Powerful Sales Questions
Successful Selling. Be Proud of Your Price
The Solution Gap in The Consultative Selling
What is Consultative Selling and How to Sell Value
Persuasion Techniques for Consultative Selling
Overcome Objections. Let me Think About it, Send me More Information
Overcome Objections. Not Interested, Don’t Have Time, Not Sure
Overcome Objections. Price, Experience, Doesn’t Work, Price is Too High
B2B Value Selling and Objections Simplified
Why Some Customers Buy & Others Don’t
How to Create a Value Proposition that Actually Sells
The SPIN Consultative Selling Method
The Essentials of Value-Based Selling
Using Stories to Influence and Persuade Prospects
Financially Quantified Value Propositions
When Customer Says, “I Want to Think It Over.” You Say…
Your Value Proposition (Probably) Sucks + 5 Ways To Make It Better
Mindset and Pre-Suppositions in Consultative Sales
Define your Business Value and Craft your Value Proposition
Relevant Costs for Business Decision Making
The Power of Storytelling for Sales Professionals
