Create value propositions that result in premium pricing. Leverage a simple process and tool to develop relevant messaging.
This workshop focuses on a proven process to differentiate yourself in a dynamic marketplace—whether you’re faced with a new product, new market, or new competitor. Apply ValueSelling’s repeatable process to your marketing materials by reverse-engineering the buyer’s requirements and creating a need for your unique capabilities over the competition.
Training Options: Instructor-led or Virtual instructor-led
Program Duration: 1-day workshop (Also available as a customized 1- to 4-hour training component within the core ValueSelling Certification workshop)
Course Outline:
- Module 1: Sales Quota Obstacles
- Module 2: ValueSelling Framework® Recap
- Module 3: The Sale within a Sale
- Module 4: Uncovering, Articulating, and Quantifying Value
- Module 5: Mastering the Power Toolkit: Gaining and Maintaining Access to Power
- Module 6: The Power of the Mutual Plan
- Module 7: Creating Need and Differentiation
- Module 8: Anxiety Questions
- Module 9: Credibility Introductions
- Module 10: ValuePrompter as a Presentation Outline
Learning Outcomes
- Link your differentiators to the buyer’s problems
- Create value propositions that result in premium pricing
- Compete effectively in key market segments and revive product lines
- Leverage a simple process and tool to develop relevant messaging