Two day intense and interactive training This program enables sales people, wether they are in sales management, field sales, or account management, to better articulate the value of what they are selling. That value being Revenue generation Operational efficiency Mission-critical operations Business processes Quality User productivity Customer satisfaction Module 1: What is a good sales approach? Evaluate a sales conversation What does this mean to us? How good are we? Self assessment exercise Module 2: Matching the buying and selling cycle How does a customer buy? What are his needs? Who makes the decisions? Exercise Module 3: Sell the value of MyCo Define the qualitative and quantitative value MyCo has for its customers The whole MyCo value experience Value selling Intrinsic value Extrinsic value Strategic value The consultative approach Apply this to our customer base Quantify MyCo’s value for the customers Module 4: Face to face selling skills Multi level selling and articulation of value Users Purchasers Advisors Strategic buyers CxO level Exercises with feedback Intrinsic value - High level sales meeting Preparation - Agenda - Questioning - Argumentation - Objection handling - Closing Dry run Feedback Evaluation Dealing with objections Closing Learning points Module 5: Action plan This program is offered on an in-company basis only and will be adapted to the specific business situation by means of customized business cases and exercises. For more information, send a mail to sales@valueselling.be
		Jan Flamend  mobile: +32 496 57 40 25  -  fax: +32 16 73 49 05             |             Geert Ramaut   mobile: +32 484 292 100