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(3 one-day modules + coaching)

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Intensive Training & Coaching

(5 modules - 12 days + coaching)

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· Value Based Selling

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Value Based Selling, Coaching Program




The Value Based Selling, coaching program is a unique offer to salespeople who need to compete on a platform other than price - and who want to build lasting partnerships with their clients. This program provides you with a complete framework for selling value. Understand and learn why it is crucial to sell value, identify how you can create value, and strengthen you capabilities to communicate value based, complete and close a value-based sales in building a Value Case in the prospecting, positioning, negotiation and closing phase.

 

During the course you will learn to use Value-Based sales techniques - and become familiar with approaches for validating opportunities. A combination of classroom training, intensive exercises, and coaching will help you remember what type of questions to ask your customers to make certain that you understand their real wants and needs. This will enable you to better match your customers’ value expectations – and thereby increase your win ratio – even the size of your deals. The program is the most comprehensive sales coaching program available in the area of Value Based Selling. The coaching program will develop your known strengths – even unknown - identify your weaknesses and help you grow as a person. You’ll:

  • get to know your own personality and sales profile better and get advice and coaching, be pushed and challenged – all to demand more from you, with the intention to help you to grow beyond where you are today.
  • learn how to fine-tune your value based communication to improve your interaction with different personality types and practice it to better absorb what you learned.
  • do intensive exercises throughout the 5 modules to create and reinforce excellent value based selling habits and personal growth patterns - creating a repeatable model for consistent peak performance.
  • get to know your “hidden” potential, not yet exploited - and be pushed out of your comfort zone – to help you reach more of your goals.

The Value Based Sales coaching program is unique with its blend of topics conducted as a set of 5 carefully designed modules, all having 3-8 weeks in between with time for individual performance coaching, helping you to turn new knowledge into competencies.

 

Relating product or services to real business values can often be a difficult task. Many sales professionals dive into lots of details about a certain product or service offering instead of focusing on buyer value perspectives. With the products or services that the course attendees represent as our starting point we define values that the offerings in question can make available to customers - thereby enabling the participants to formulate a door opening value statement in the prospecting phase as well as a compelling value proposition in the closing phase. The Value Based dialogue with the customer is another key to being able to come up with a proposition that reflects the customer’s needs and value expectations. Finally, we teach how to build a compelling value case that can help boost the sales results.

 

This comprehensive sales coaching program is designed to help you and your organization to significantly improve sales results.

 

Agenda and main learning points - in brief:

Module 1 – Value Based Selling

3 days class training – with intensive exercises.

 

Main learning points will be to:

  • understand how value impacts the psychological buying reflections.
  • understand the decision making process.
  • understand the customers’ value mindset.
  • identify the explicit need of the customer (value expectation).
  • recognize different value expectations at the different levels in the company.
  • compose a door opening value statement.
  • ask Value Based questions that open the sale.
  • include real value into the sales messages/communication.
  • sell real value against your competitors.
  • identify business as well as personal buying reasons.
  • analyze a customer’s balance sheet and income statement.
  • comprehend corporate and financial key ratios.
  • compose a winning value proposition.


Module 2 – Value Based Sales Communication

3 days class training – with intensive exercises.

 

Main learning points will be to:

  • practice doing successful Value Based Selling (recorded on video).
  • use advanced methods for Value Based Selling.
  • structure a targeted value statement.
  • compose value statements concerning your offerings, your company, and yourself.
  • review and refine your value communication approach.
  • understand the value based buying/selling process better.
  • use a powerful sales tool, called the "Value Tool", that helps you link your solutions to the customer’s business issues and Critical Success Factors (CSFs).
  • use a step-by-step process for how to develop a business case for your solution, with:

              - executive positioning - promoting your solution's values in financial terms.

              - line of Business positioning - promoting your solution in terms of values and benefits,

                concerning functional and business operational advantages.

              - subject matter expert positioning - promoting your solution with features, and

                functionality that demonstrate superior operational characteristics.

  • be acquainted with good ways to build and maintain relationships.
  • get to know how to exploit emotional intelligence in Value Based Selling.
  • understand different types of buyer behaviour and how you can adapt to them.
  • build an exeptional basis for your professional as well as your personal progression.


Module 3 – Individual Value Based Sales Coaching

1 day individual coaching session.

 

Each participant will be given personal coaching on specific improvement/interest areas. Based on the personal profiles - built fromyou provide via a comprehensive questionnaire - you will set up a development plan for how to improve your Value Based selling skills and capabilities.

 

Coaching session focus areas most often chosen:

  • My personal profile - from a sales as well as a personal point of view.
  • Build a personal development plan.
  • Review/develop value based selling strategies.
  • Practice/develop a value statement and value proposition.
  • Practice the targeting of my value communication to different sales situations and buyer types.
  • Practice questioning methods in support of Value Based Selling.


Module 4 – Value Based Selling – Negotiation and Closing

3 days class training – with intensive exercises.

 

Main learning points will be to:

  • incorporate negotiation considerations into your communication and positioning.
  • exploit value based negotiation strategies.
  • understand how to trigger a decision.
  • deal with price objections.
  • better overcome different types of objections.
  • know how to take advantage of emotional intelligence in Value Based Selling.
  • use Value Based questioning methods to help close the sale.
  • make up a practical and powerful plan for personal development.


Module 5 – Individual Coaching

 

In module 5 we will follow up on each individual's progress and make adjustments to the development plan - from a professional and a personal point of view.

 

Prerequisites:

To enable the course principles and apply those in real sales situations the participants must:

  • bring actual sales cases to the course
  • forward typical proposal samples you have worked with in the past.

Feedback from our participants is very clear in pointing out the values both in terms of professional and personal development. Some of the comments you can read here »

 

Price: go to price overview »

 

Recommended follow on courses:

- Sales Psychlogy coaching

- Emotional Intelligence in Sales coaching

 

If you would rather want a coaching program tailored to your needs visit custom-built-coaching programs »

 

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