 |
Value-Driven Selling
Understand and sell concrete value to customers
 Program Benefits
Value-Driven Selling, from Porter Henry & Company, is designed to help sales professionals at all levels maximize their ability to identify value-selling opportunities and present quantified solutions. Participants learn how to identify and quantify both tangible and intangible values, and improve their ability to sell concrete value to customers. After Value-Driven Selling, your sales professionals will be better able to:
- identify value opportunities by using Q1 and Q2 questions to learn what values are most important to specific customers
- quantify intangible values, benefits, and solutions in concrete terms to provide savings to customers
- determine how to effectively present value to customers
- apply selling-value concepts to real-life accounts, building relationships at multiple levels
Program Description
Value-Driven Selling is a one-day workshop composed of five modules. It includes a pre-workshop assignment (reading and a real-life sales opportunity profile), customized role-plays, a customized master case study, and extensive team exercises. Participants complete action planning exercises, presentations, and feedback sessions. They apply new learning and value-selling tools back to their own customer situations. The workshop modules are:
Benefits of Selling Concrete Values vs. Intangible Solutions
- Differentiates your offering from competitors
- More convincing
- Professional
- Memorable
- Improves communication and selling results
What is Value-Driven Selling?
- Method for quantifying and presenting intangible/tangible values
- Employed in situations to provide efficiency, save costs, provide value
- Used to sell value, differentiate offerings, overcome pricing issues, enhance value proposition
- Helps customer understand value, converts vague values to concrete benefits
Identifying the Value Opportunity
- Using Q1 and Q2 questions with customers
- Being consultative on all calls
- Determining the facts and quantifying the solution
- Teams participate in value-selling simulation
How to Quantify Values
- Using IMPACT resources to determine components involved: (Inventory, Money, Assets, Capability, and Time)
- How to quantify the value using QPA formula
- Application to case history and real-life accounts
Presenting the Solution to Account
- Participants apply workshop concepts to their real-life accounts by planning presentation
- Small group role practice
- Review, wrap-up, in-field application assignment
Implementation/Customization
Value-Driven Selling case studies and role-plays are customized to participants’ current account issues. The workshop can be further customized to meet sales organizations’ unique needs. License/certification of client trainers and purchase of unlimited future rights is available.
|
|
 Contact us today and let our experts help you find just the product to meet your needs.
|
>Printable PDF
|
