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Business Value Selling

  

About this Course

Successful organisations understand that selling based on price may help to drive sales in the short-term, but can be detrimental to long-term sustainability. Business Value Selling is a highly participative 2-day training course that will equip participants with the tools required to effectively position and sell based on value.

Learning Outcomes:

  • Fundamentals: Understand the principles of selling, the characteristics of high performance sales professionals, and how to control the sale with a structured sales process
  • Discovery: How to sell – not tell – by discovering the needs, wants and desires of customers and identify their trigger points
  • Matching: How to match appropriate solutions to the customer's needs, wants and desires. Demonstrate how to present benefits rather than features.
  • Strategic Quoting: Understand the principles of strategic quoting and how to calculate the total cost of ownership applying a cost-benefit analysis.
  • Transacting: How to overcome objections, increase the price and help customers complete their transaction.

Course Outline:

  • Understand the principles of selling, the characteristics of high performance sales professionals. Why some sales people continuously outperform others.
  • How to control the sale with a structured sales process. People do not buy without a reason. Your job is to help them find that reason.
  • Sell – don't tell – by discovering the needs, wants and desires of customers using various questioning techniques. If you don't know what keeps them awake at night, how can you possibly sell to them?
  • Understand the power of questions with the TICTAC method and develop a Question Bank.
  • Match appropriate solutions to the customer's needs, wants and desires.
  • Present benefits and value and develop a FAB Bank.
  • Minimise price objections and improve your closure rate with strategic quoting. Presenting quotations in a self-closing manner.
  • Sell value and calculate the total cost of ownership applying a cost-benefit analysis.
  • Overcome objections using the ROW technique and develop an Objection Bank.
  • How to increase the price and help customers complete their transaction.

Who Will Benefit?

Business Value Selling is designed for all sales professionals, sales support, sales managers and anyone involved in client-facing sales.

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