330. Value Selling

Category: III. Senior / Advanced Sales (5 or more years experience)

Course Objective and Content: This program will develop tactics and strategies to win in highly price-sensitive markets or where product / service differentiation is very difficult or impossible.


Key Topics Covered:

  1. What is Value from your customer's perspective and your (company's) perspective?
  2. How well do you know your sales strengths?
  3. How well do you know your competitor's strength?
  4. Why should the customer pay more for your product / service (or even purchase)? Are you sure you are worth it?
  5. Competitive positioning.
  6. How well do you know your customer's Need(s) and related issues? Why is this so important?
  7. What are the 4 key strategies you can use to take focus away from price?
  8. Does your Sales Process bring Value to your customer?
  9. Negotiating for Value.

Preparation: Attendees will be asked to complete a self-rating on their Product Knowledge, Industry Knowledge, and Competitive Knowledge.


Duration: 1 day (9 to 4:30)

Location: Toronto (GTA)

Dates: TBA (Note: Call and register your interest)

Fee: Please Inquire.

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