Coach/Teach Salespeople:Selling on Value Not Price-Online Sales Training Programs and Resources

Selling on Value Not Price

Selling on Value Not Price

Plan your next sales meeting using our online do-it-yourself Selling on Value Not Price Sales Meeting Kit. This kit includes everything a sales manager needs to conduct a skills clinic for the entire sales team on how to differentiate your company by selling on value not price. The duration of this session is 90 minutes, which can be split into two or three shorter sessions if desired. 
Selling on Value Not Price Sales Meeting Kit available in English, Spanish, Portuguese, and FrenchNeed Sales Training or Coaching in Spanish? Schedule a time to talk with our Senior Bilingual Instructor. (English Bio) (Spanish Bio). 
How can this help your sales team? Successful sales professionals sell on value, not price, and utilize all the sources of value that their company, products, and services can provide to customers. This kit will help your salespeople learn to sell well on value by clearly communicating what differentiates you and your company from your competition. Your salespeople will learn to effectively quantify the benefits for your customers to win new business and protect existing business. The sale team will have an opportunity to apply the concepts in this kit to a real life customer situation. 

The Selling on Value Not Price Sales Meeting Kit Includes: 

1. Participant Handout (Handout Sample:

  • Brainstorm activity to generate a list of your company's sources of value
  • Best ways to differentiate your company from competition
  • The three ways that customers perceive value 

2. Video (video sample): 

  • How to use your company's "sources of value" to differentiate yourself from competition. 
  • The three ways that customers perceive value, with emphasis on the two factors (Support and Customization) that provide the greatest value. 
  • Practical tips on how to prepare and present your value proposition, notably in terms of quantifying the benefits that your company, product, and service can provide.  

3. Manager’s Notes (Managers Notes Sample): Provides step by step guidance on how to run the Selling on Value sales meeting from start to finish, including leading the brainstorm and planning. 

Also available: A free Teaching Tips Handout provides practical advice on how salespeople learn best.   

Sales Managers and Training Managers who buy Sales Meeting Kits also buy STAR's Essential Selling Skills elearning modules. 

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