Value Selling: How to be a Strategic Sales Professional

Seminar Objectives

At the end of the seminar, the participant should be able to do the following:

• Use SWOT analysis to identify the value to the customers of the products they sell
• Identify and present their unique selling proposition with confidence
• Implement the value selling style
• Use the powerful communication skills presented
• Use closing techniques to dynamically reverse objections into agreements

Learning Seeds

• Increase your ability to sell the value of your product in quantifiable terms.
• Identify how your products and services potentially impact the profitability of key customers.
• Identify customer critical success factors and show how your products and services affect these factors
• Position your products with high-level decision makers as the best value, not the lowest price.

Seminar Outline

• Developing Customer Loyalty & Retention
• The Value Selling Process
• Quality and Performance measures
• Delivering Customer Value
• Strategic Account Planning
• The Sales Process
• Filipino Values
• The A.S.H.K.E.R System
• Applying SWOT Analysis
• Developing your Unique Selling Proposition
• Achieving Customer Loyalty
• Value Presentation and Demonstration
• Applying project Management principles to the Sales Process
• The Value Stream
• Increasing the Probability of Closing
• Closing The Sale

Methodology

Live-Facilitation with visual presentation, Activity-Based Learning Workshops, Games

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