COURSE CONTENT

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_INTRODUCTION

In today's competitive business landscape, organizations must move beyond traditional sales tactics to thrive. A structured sales program based on the Value Selling method offers a transformative approach to achieving sustainable success. This innovative program focuses on understanding and delivering the intrinsic value of products or services, rather than merely pushing features or negotiating price.

_{What is Value Selling?}

Value Selling is a sales methodology that prioritizes the creation of value for your client over the mere transaction of goods or services. It emphasizes deeply understanding your client’s needs, challenges, and goals, and aligning solutions that address these factors effectively.

Unlike traditional selling methods that might focus on product features or discounts, Value Selling encourages sales teams to engage in meaningful dialogues, uncovering how their offerings can deliver tangible business benefits and solve critical problems for your clients.

_{Benefits to Organizations:}

§  Create High Performance Sales Team

§  Enhanced Client Relationships

§  Increased Sales Effectiveness

§  Higher Client Satisfaction

§  Greater Alignment with Business Objectives

§  Improved Sales Training and Development

§  Data-Driven Insights

 

By adopting a structured sales program based on the Value Selling method, organizations can transform their sales processes, deliver exceptional value to their clients, and achieve significant competitive advantages in the marketplace. This program can help in creating a high performance sales team, enabling talent development for succession of leaders and effective handover of sales portfolio to drive sustainable business success.

What is Value Selling?

Value Selling is a sales methodology that prioritizes the creation of value for your client over the mere transaction of goods or services. It emphasizes deeply understanding your client’s needs, challenges, and goals, and aligning solutions that address these factors effectively.

Unlike traditional selling methods that might focus on product features or discounts, Value Selling encourages sales teams to engage in meaningful dialogues, uncovering how their offerings can deliver tangible business benefits and solve critical problems for your clients.

Benefits to Organizations:

§  Create High Performance Sales Team

§  Enhanced Client Relationships

§  Increased Sales Effectiveness

§  Higher Client Satisfaction

§  Greater Alignment with Business Objectives

§  Improved Sales Training and Development

§  Data-Driven Insights

 

By adopting a structured sales program based on the Value Selling method, organizations can transform their sales processes, deliver exceptional value to their clients, and achieve significant competitive advantages in the marketplace. This program can help in creating a high performance sales team, enabling talent development for succession of leaders and effective handover of sales portfolio to drive sustainable business success.

^{COURSE OBJECTIVES}

• §  Structured selling method across the entire organisation using the standard sales “language”, approach, sales aids, tools and training.
• §  Infuse value proposition in each of the sales stage to help your client to be successful.
• §  Enable coaching, pipeline and sales forecast management to be more effective with more predictable outcomes.

^{MODE OF DELIVERY}

§  Presentation and Group Discussion.

§  Interactive Session & Role Play.

§  Video Sharing and Hands-on Learning.

 

^{WHO SHOULD ATTEND}

§  Sales Professional, Leaders & Management, Client Success Management, Account Management, Product Management.

 

FACILITIES (Not Included)

§  Class Room

§  Flip Chart

§  Drawing Board

§  Pencils & Paper

§  Drinking Water

§  Access to Photocopier/Printer

COURSE OUTLINE

Day 1: 9:00am to 5:00pm

Session 1: INTRODUCTION TO VALUE SELLING METHOD (VSM)

§  Crafting value propositions in client engagements.

§  Leveraging teamwork for synergy.

§  Enhancing win rates and streamlining sales cycles.

Session 2: UNDERSTANDING VSM

§  Structured approach to sales and management.

§  Effective use of sales aids for coaching and effectiveness.

§  Standardization through training.

 

Session 3: VSM AND SALES LEADERSHIP

§  Best practices in sales management.

§  Coaching techniques.

§  Pipeline management strategies.

 

Session 4: PRACTICAL APPLICATION OF VSM

§  Applying VSM principles with your clients and teams.

§  Effective use of VSM for opportunity management.

§  Ongoing VSM education planning.

 

Session 5: INTRODUCTION TO SALES AIDS & ROI

§  Overview of sales aids, forms, and tools.

§  Initial Plan

 

 

^{Day 2: 9:00am to 5:00pm}

Session 5: INTRODUCTION TO SALES AIDS & ROI

§  Opportunity Plan & Team Presentation.

§  ROI methods for demonstrating Business Value and Use Cases.

§  Account/Sales Strategies.

§  Sales Techniques Overview.

§  Coaching using the GROW model (Goal, Reality, Options, Way forward) & Role Play.