Sales Skills: Consultative Selling Skills / Value Propositions

Course Overview

This workshop focuses on the crucial art of developing and communicating to customers and prospects. This course is formed of two parts - day one gives you the skills to divelop highly effective value propositions. This is followed at a later date by a half day follow up to reflect on implementing these propositions and how further improvements in performance can be made.

Audience

Anyone from sales, marketing and management involved in communicating with customers or prospects, and who need to differentiate their company and themselves.

Skills Gained

• A method to help you sell using value and differentiate your message
• A greater understanding of your own company's abilities
• Confidence in delivering and 'Elevator Pitch' to prospects and customers

Course Outline

• What are sales value propositions all about?
• Understanding the importance of sales value propositions for your customers, prospects, your company and yourself
• How to change your image and customer and prospect perceptions using sales value propositions
• A methodology for developing sales value propositions
• Layering sales value propositions to reinforce key company messages
• Defining specific sales value propositions for your customers and prospects
• Value propositions that talk to each and every customer or prospect
• Developing different propositions for different buyers within the account
• How and where to use sales value propositions within your company communications
• Action planning - using sales value propositions with real customers and prospects

Sales Skills: Consultative Selling Skills / Value Propositions / DVP