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HOME » WORKSHOPS » Value Selling - Your Value Proposition
Value Selling - Your Value Proposition
The Value Selling sales training program teaches the "who", "what" and "how" of value selling. The "who" refers to gaining access to the higher level decision-makers, which is an integral part of your business development strategy. The "what" and the "how" refer to creating and presenting your value proposition which will enhance customer retention, customer satisfaction, and customer loyalty.
The role of today's salesperson has changed; sellers are expected to be more strategic and value-oriented, and less tactical and product-oriented. Value selling helps sales professionals manage, retain, and grow their business at major accounts. Value selling, when done well and with the right accounts, strengthens the customer relationship, enhances customer retention, and increases sales and profits.
The Value Selling program can be customized in content and duration, depending upon the needs and experience of your salespeople. We encourage sales management to participate so that they can reinforce the sales techniques and sales process with their entire sales force.
Sales Training And Results, Inc. (STAR) provides a full line of sales, sales management, and customer service training programs including customized instructor-led training, online sales training, blended learning, sales coaching, consultation and train-the-trainer programs. View one of our free webinars by visiting our Online Sales Training page.
Value Selling Workshop Objectives
- Plan and implement a value added sales strategy, with emphasis on selling techniques to create and present your value proposition
- Conduct an opportunity analysis to identify and quantify the potential sources for increased and new business
- Understand how to sell value to higher level decision makers
- Influence customer needs after defining and prioritizing them
- Quantify and communicate your " unique value proposition"
- Identify the sources of value that differentiate your company, product, or service
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