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Value-Based Selling: Overcoming Price Objections

Program Objectives:

By the end of the program, participants will be able to:

  • Become a value added salesperson.
  • Understand the value-added selling process.
  • Sell on all three dimensions of value - product, company, and personal commitment.
  • Know the psychology of the buyers and how to respond to their doubts.
  • Recognize opportunities to add value to the client business.
  • Apply the power of using features and benefits and questioning in value-based selling.
  • This Program is designed for:

    New and veteran salespeople who sell value added solutions, deliver greater value to their customers, and want to influence customers to choose them when everything else seems to be equal. This program is the primer for professional selling and a catalyst for success

    Program Outline:

    The Professional Selling Framework Value-Added Strategies
  • The Changing Business Environment
  • The New Roles of the Salesperson
  • The Customer-Oriented Attitude
  • Recognizing Opportunities to Add Value to the
    Client Business
  • Penetrating Targeted Accounts at Different Levels
    in an Organization
  • Influencing the Customers Buying Decision
    through Differentiation
  • Offering Creative Solutions and Options
  • Countering and Reducing Price Objections
    through Value-Added Propositions
  • Supporting and After-Marketing
  • Tinkering
  • Value Reinforcement
  • Value-Added Selling
  • The Value-Added Organization
  • Value: What Is It?
  • The Value-Added Salespeople
  • Uncovering the Customers Real Needs
    and Wants
  • Understanding the Buyer Decision Process
  • How People Make Choices: Identifying
    Differentiators
  • Understanding Soft and Hard Differentiators
  • Vulnerability Analysis
  • Sales Negotiation: How to Offer Concessions
    and Agree on Terms
  • The Value-Added Sales Process The Value-Added Selling Format
  • Presale-Planning
  • Transition-Acquisition
  • Postsale-Usage
  • Offensive Selling Mode: Pursuing New
    Business
  • Defensive Selling Mode: Protecting Existing
    Business
  • Understanding the Stages of Value-Added
    Selling
  • Developing Stronger Relationships with
    Customers
  • Value-Added Selling Tactics
  • The Role of Effective Communication in
    Value-Added Selling
  • Pre-requisites

    None:
    Duration : 3 days

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