Who Should Attend
Ideal for new and veteran salespeople who sell value added solutions, deliver greater value to their customers, and want to influence customers to choose them when everything else seems to be equal
Objectives
By the end of the program, participants will be able to:
Become a value added salesperson.
Understand the value - added selling process.
Sell on all three dimensions of value-your product, your company, and your personal commitment.
Know the psychology of the buyers and how to respond to their doubts.
Recognize opportunities to add value to the client business.
Understand the power of using features and benefits and questioning in value-based selling.
Program Profile
The Professional Selling Framework
The Changing Business Environment
The New Roles of the Salesperson
The Customer-Oriented Attitude
Value-Added Selling
The Value-Added Organization
Value: What Is It?
The Value-Added Salespeople
Uncovering the Customers Real Needs and Wants
Understanding the Buyer Decision Process
How People Make Choices: Identifying Differentiators
Understanding Soft and Hard Differentiators
Vulnerability Analysis
Sales Negotiation: How to Offer Concessions and Agree on Terms
The Value-Added Sales Process
Presale-Planning
Transition-Acquisition
Postsale-Usage
Offensive Selling Mode: Pursuing New Business
Defensive Selling Mode: Protecting Existing Business
Value-Added Strategies
Recognizing Opportunities to Add Value to The Client Business
Penetrating Targeted Accounts at Different Levels in an Organization
Influencing the Customers Buying Decision through Differentiation
Offering Creative Solutions and Options
Countering and Reducing Price Objections through Value-Added Propositions
Supporting and After-Marketing
Tinkering
Value Reinforcement
The Value-Added Selling Format
Understanding the Stages of Value-Added Selling
Developing Stronger Relationships with Customers
Value-Added Selling Tactics
The Role of Effective Communication in Value-Added Selling