Businesses don’t buy products or services or even people – they buy results. So today’s salespeople can only succeed by selling value which address their customers’ priorities.
Value-based selling requires a special mix of skills. Drawing on the results of our regular research into ‘buyers’ views of salespeople, this course examines the contribution to business goals, how to justify cost and sell Return on Investment, how to avoid some common pitfalls, build strong personal relationships with different customer personalities and sell conversationally and consultatively.
71% of buyers surveyed in our latest survey said they will be looking for new suppliers in the next 12 months – make sure you’re on their radar!
Quest Curriculum
- 7 Levels
- Coaching By CCM Consultancy
- Community Support
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Level 01 Introduction
Value-Based Selling provides a clear map for effective buyer engagement, so sales professionals can quickly determine how potential customers have progressed on their buying journey, and how to adjust selling interactions to provide the most value.
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Level 02 Create Rapport and Trust
Successfully manage relationships with different types of people and respond to their concerns and objections.
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Level 03 Identify Customer Needs and Priorities
Identify your customers' true needs and priorities and offer solutions as a consultant. Dynamically aligning actions with buyers’ priorities and needs enables sales professionals to differentiate themselves not only by what they sell, but also by how they sell.
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Level 04 Create and Design Solution
Create and design your solution in a very clear and motivational way and win against tough competition.
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Level 05 Present Differentiated Value Proposition
Planning and executing impactful conversations, enabling them to create clear visions of differentiating capabilities that provide unique value to buyers.
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Level 06 Negotiate Terms and Conditions
Determine when an opportunity is ready to close, planning effective final negotiations, and securing business as a valuable exchange for both the buying and selling organizations.
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Level 07 Implement Solution, Evaluate and Develop
Learn how to mine and manage your strategic accounts. Collaborate effectively with buyers and guiding them in useful ways to create new value.