Fundamentals of Value Selling Workshop
Customer understanding should be at the core of a salesperson’s and company’s operations. Understanding what need the customer is fulfilling by purchasing your product or service helps the salesperson find an angle to the conversation that interests the customer. Value creation is only possible when we understand what value means to each customer. It’s a moving target, and the salesperson needs to move with it. In this workshop, we break down value selling into easily understood and implementable components.
This interactive and inspiring Fundamentals of Value Selling workshop provides you with a comprehensive toolkit for understanding, discussing, and successfully selling the value you can offer to customers. Look forward to fun learning with other participants.
Who Should Attend
This workshop is perfect for you if:
- You want to make sales an enjoyable and meaningful activity for yourself and your customers
- You sell or your job involves proactively understanding customer needs
- You want to learn what sales is really about
Benefits
In this workshop, you’ll learn how to sell customer value effectively. You’ll gain new perspectives on identifying, developing, and properly solving customer needs. Additionally, you’ll receive a robust set of practical sales tools and comprehensive background materials to support your sales work. By removing the mystique from selling, you’ll also gain confidence to propose value to customers more actively.
Workshop Implementation
Our workshop is a genuinely interactive coaching experience. Throughout the day, we’ll do exercises and group work together, and discuss customer value selling topics with other participants.
The number of participants is limited to 8 people to ensure effective interaction during the training.
Comprehensive, printable background materials provide depth and support for each topic covered during the day.
We maintain normal breaks and a lunch hour during the day.
Workshop Program
Morning (9:00-12:00)
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Opening and Work Methods
- Introductions and day’s schedule
- Day’s objectives and tool tips
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Strategy’s Impact on Sales
- Sales as part of strategy implementation
- The concept of value, what your customer really needs
- What value selling means
- Appreciative dialogue in value creation
- How customers buy and how it affects sales
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Customer Relationships in Sales Work
- Cornerstones of a good relationship
- Trust and its development
12:00-13:00 Lunch
Afternoon (13:00-16:00)
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Customer Value
- The relationship between value and price
- Creating value by accumulating customer understanding
- Tools for increasing customer understanding
- Methods for identifying and increasing value
- Measuring customer value with the customer
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Sales Tools and Their Use
- Questions in selling
- Planning and using questions
- Active listening
- Conversation model for increasing value
- Making value proposals to customers
- Preparing for sales meetings
- Good proposals
- Winning deals
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Developing Your Sales Work
- Next steps
16:00 End of Day
Contact Us
Interested in this workshop? Would you like to organize a workshop for your organization or participate in the next open workshop?
Contact us and tell us how we can help you.