Selling Business Value and Customer Results™
This unique program was inspired by the needs of many of our clients who said, “How can we create sales opportunities with prospective clients who don’t yet know they need what we have to offer?” and others who have asked, “How do you win a competitive sale in which your competitor is offering a similar or identical product or service?” The answer is by selling your company’s ability to address the client’s specific business challenges rather than selling them a product or a service.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Understand how buyers (people) perceive the many forms of value: economic value, time value, political value, emotional value, relational value, simplicity value, etc.
- Define and articulate the business value that your product and services solutions, your company, and your people can deliver to your clients.
- Analyze a prospective client company to identify business value opportunities.
- Deliver a business value message that has impact and appeal.
- Use the Socratic Method to enable your prospective client to “arrive at your conclusion.”
- Engage senior executives to help solve their most pressing business problems.
- Deliver a business value proposition that is practically irresistible.
- Quantify business value payback in order to justify an investment in your solution.
- Use your business value positioning as a competitive advantage.
. . . and much more!
- Workshop Agenda
Workshop Agenda – Two-Day Format
Day One – Morning Session
Learning to think like your customer
What customers really want
How customers perceive value and risk
The value of your company. your people, and your solutions (exercise)Day One – Afternoon Session
How value and risk are perceived across your customers organization
Who are we selling to and who should we be selling to?
Creating and Value Matrix (exercise)Day Two – Morning Session
Understanding how customers make buying decisions
How your customer’s perception of value influences buying decisions
Infl uencing your customer’s perception of value
Creating a “Selling Value Action Plan” (exercise)Day Two – Afternoon Session
Opening your customer’s door with value
Building business relationships on value
Differentiating yourself with value
Closing sales opportunities using value
Overcoming objections with value (exercise)
Negotiating for maximum mutual value
Protecting your client relationships with value - Delivery Options
Delivery Options
OnSite Workshop
The onsite version of this paradigmshifting program is typically delivered in a power-packed two-day workshop. The subject matter provides a great deal of opportunity for interactive exercises and small group exercises designed to help participants perceive value through their customer’s eyes. This program is often combined with a series of monthly web workshops to create a blended learning solution that provides ongoing reinforcement for maximizing the application of the material presented. The program can also, if necessary, be structured as an intense one-day program and is the perfect addition to a scheduled sales meeting or kick off.Web Workshop Series
The web workshop version of this program is a series of eight (8) one-hour modules that can be delivered via web conference to groups of any size at a frequency that makes sense for you and your sales team.