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Value Selling Skills
Sell the Value That Increases Your Customers’ Financial Returns
 Program Benefits
Value Selling Skills is a powerful learning workshop that enables salespeople to sell the value that will improve customers’ financial returns. During the two-day program, your salespeople learn to think differently about their role as value partners with customers. Salespeople learn a selling approach to quantitatively measure how your company’s products and services contribute to the productivity and profitability of your customers’ businesses. The program includes an experiential business simulation, Celemi’s Apples & Oranges, that hones the finance skills that help salespeople make effective business cases based on customers’ financial measures. After your sales team has completed Value Selling Skills, they will be able to:
- leverage their unique selling talents to become true business partners, thereby increasing account profitability and customer loyalty and retention
- effectively apply an in-depth questioning strategy to understand and quantify customers’ critical business issues
- describe your company’s offerings in terms of their its contribution to customers’ key financial measures, such as ROA, ROE, and Accelerated Cash Flow
- develop strategic account plans based on a proven value selling approach
Program Description
Day I of the program begins with discussion of the need for salespeople to transform the way they sell, to meet the changing requirements of today’s selling environment. Participants use a “5 Approaches to Selling” model to identify their own sales persona and learn to adapt their selling behavior to better meet customer needs. During the half-day Apples & Oranges financial simulation, participants become fluent in the language of finance and learn how and why business decisions are made. In this hands-on, experiential environment, participant teams run their own model company and gain a solid understanding of business and financial terminology, profitability analysis, balance sheets, cash flow, and financial indicators. After the simulation, participants review their own accounts and ways they can positively impact their customers’ financial and operational results.
On Day 2, participants learn how to become a true value partner, able to help customers increase revenue, reduce costs, accelerate cash flow, and reduce risk. They apply newly learned financial principles to a case study that is customized to your business. Following the case study, participants apply this learning to the needs of their own customers and develop a strategic account plan, using a value selling approach, for a key account.
Implementation/Customization
Value Selling Skills is implemented as a two-day session. It is typically conducted for groups of 12-14. The case study is customized to your organization’s unique customers and market environment.
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Learn how a Semiconductor Manufacturer used Value Selling Skills to equip salespeople to win shoot-outs based on value rather than on price concessions. |
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