Value Selling for Experts Workshop
Experts are often a company’s best salespeople. The reason is simple: good experts focus on solving customer needs in ways that delight the customer. An expert’s focus is on the customer.
When selling customer value, it’s exactly the same principle. At the center of sales work is the effort to understand the customer’s needs, their underlying objectives, and our ability to help them achieve these goals.
Value selling is enjoyable because as an expert, you can focus on harnessing your expertise in ways that benefit customers most effectively. Selling is about helping customers—something you’re probably already quite skilled at.
Who Should Attend
This workshop is perfect for you if you work as an expert at the customer interface and your goal is to deliver meaningful solutions to customers. If you want to learn how to sell in a way that doesn’t even feel like selling, you should join this one-day intensive workshop. Look forward to fun learning with other participants.
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
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Opening and Work Methods
- Introductions and day’s schedule
- Day’s objectives and tool tips
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Strategy and Sales as an Expert
- Sales as part of strategy implementation
- What value selling means
- Appreciative dialogue in value creation
- Expert or trusted advisor
- How customers buy
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Customer Relationships
- Cornerstones of a good relationship
- Trust and its development
- How customers buy
12:00-13:00 Lunch Break
Afternoon
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Customer Value
- What is customer value
- 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
- Good proposals
- Winning deals
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Next Steps
- How to proceed from here
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.