Value Selling

This course is for anyone in a customer facing role.  It is ideal for those in external sales at all levels, looking to develop their selling and broader business skills. 

We will explore ideas that will help in our customer interactions, adding value for both us and the customer and significant additional profits to the business. 

Objectives/Outcomes

  • Develop a professional sales structure that can be utilised in any sales situation.
  • Work to sell on value rather than price, utilising the SALSA structured sales process.
  • Achieve consistently excellent results, based on a real understanding of customer requirements.
  • Build objectives and Action Plans that will drive continuous improvement.

 

Who should attend?

Sales and commercial people at all levels – the course can be delivered at increasing levels of advancement.

Take your first steps for better Business Development

Professional Selling

  • Attributes of successful salespeople
  • What does professional selling really mean?
  • Continuously building your knowledge base
  • Focus – what am I paid to do?
  • What are our real USP’s?
  • Developing your 90 second introduction
  • Having clearly defined account and call objectives
  • Understanding account profitability
  • The power of 1%
  • Reducing the Cost to Serve
  • Preparing for professional buyers

Developing Your Business

  • Motivating the buyer
  • How to add 10% to the profitability of every account
  • Charging for extras and add-ons
  • Ensuring we see our share of cost savings
  • Ensuring business fits with our capabilities
  • Understanding the markets you operate in
  • What do you know about competitors?
  • The relationship between quality, service and price
  • How to build long term business relationships
  • Different personality types and our approach
  • Setting objectives and Action Plans

Download our essential Whitepapers.

Negotiating For Profit

Selling revolves around one key concept – persuasion. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome.

New Business Development

One of the biggest challenges facing businesses today is finding new business, in addition to holding on to existing customers. Most businesses lose on average 10% of customers each year so a consistent flow of profitable business coming in is essential..

Value Selling

Successful sales people never lose sight of the main focus which is to sell in order to increase revenue. But, as the saying goes “you cannot put the same shoe on every foot”. The Value Selling process emphasises the importance of listening to your client before trying to offer a solution.

Want to speak to an Expert?

If you would like any further information, please do get in touch via the “Get in Touch”
button below or please see the Contact page for our details.

© Copyright 2010 – Profit Improvement Programmes. All right reserved. 

Value Selling

How to Add Value for the Customer and Significant Additional Profits to the Business

What does professional selling really mean?  What are the attributes of a successful salesperson?

The focus here needs to be on what a salesperson is paid to do.  Too often the day to day job of a salesperson is taken up with administrative minutia; the act of selling has taken a backseat. 

Successful sales people have a strong work ethic, a positive and enthusiastic attitude and manner, and an in-depth understanding of their customers and their account profitability.  They have an ability to build relationships with customers at all levels and to gain a real understanding of the customer’s business requirements.  Buyers are becoming increasingly professional in their approach and successful salespeople need to continuously build their knowledge base to keep ahead of the curve.

 

Key Areas

  1. Developing a professional sales structure
  2. Sell on value rather than price
  3. Achieving excellent results based on a real understanding of customer requirements
  4. Objectives and Actions Plans
  5. 5 Key Takeaways

If you would to download the whitepaper in full then fill in your details in the form on the right hand side. You will then be sent an email with the full version of the Whitepaper.

Download Now

Related Whitepapers.

Negotiating For Profit

Selling revolves around one key concept – persuasion. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome.

New Business Development

One of the biggest challenges facing businesses today is finding new business, in addition to holding on to existing customers. Most businesses lose on average 10% of customers each year so a consistent flow of profitable business coming in is essential..

Value Selling

Successful sales people never lose sight of the main focus which is to sell in order to increase revenue. But, as the saying goes “you cannot put the same shoe on every foot”. The Value Selling process emphasises the importance of listening to your client before trying to offer a solution.

Want to speak to an Expert?

If you would like any further information, please do get in touch via the “Get in Touch”
button below or please see the Contact page for our details.

© Copyright 2010 – Profit Improvement Programmes. All right reserved. 

Speak to an Expert

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