Competitive Differenciation

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