Fakta om kursen:
Rek. 2 dagar
The sales role has changed drastically in recent years and the time for building long-term relationships through “coffee meetings” is over in most industries. Our customers’ “stakeholders” stay in their position for an increasingly shorter time and they are more time-pressed than ever, which places new and higher demands on us in the sales role. We need to be masters at quickly creating trust, personal chemistry and adding customer value. Adding customer value used to be to present our product or service, but today it requires more as our customers are often well-read about both our and our competitors’ products. The time of the product and service presenter is over and the time of the value-based salesperson is now. When customers are ready to pay for our customer meetings, we know we are on the right track, we add value!
About the education
With us, you get tools, methods and training to be able to stand out from the crowd even more successfully and efficiently and add real customer value. Value-based selling is a program where we clarify the sales process and how you can add value in each part, i.e. in everything from the planning phase, the appointment booking, the customer meeting and in the follow-up and customer care. The goal of the program is for it to become super clear what you do well and what you specifically need to do differently to become even more successful in adding customer value, which in turn leads to better customer relations, more and bigger deals, i.e. more sales.
“Magically! Really well organized with exercises that made you practice.” –YOSEF J, APPER SYSTEMS
Three important parts of the content
1. Selling is not telling
Many sellers and sales organizations go around like walking product catalogs and present something that the customer already knows or that they could just as easily send. Value-based selling is about adding value through the ability to transform product and service information into specific customer benefit, to go from product presenter to problem solver and to put the solution in relation to the benefit it creates.
2. No need no sale
It is difficult to create and add value if we do not understand what the customer values. Value-based selling is about moving from belief to knowing, i.e. find out what the customer wants to achieve and how you can make their journey easier, safer and more efficient. It’s about understanding what value your specific product adds in the form of e.g. money, time, satisfaction and loyalty.
3. Value-based selling
Transactional sales are a simpler type of sale where the customer and supplier exchange money for a product/service without further support and assistance in the purchasing process. That type of sale is increasingly done digitally or via central purchases. This means that we as sellers need to make a journey from the traditional product presenter to becoming more consultative business partners. A partner who supports, helps and challenges in more complex issues that add real customer value, we call it value-based selling.
The course is aimed at those who want to sharpen the important basics in sales to take you to the next level. It is an education for you who understand that the championship is in the details. Most people who take the course are either salespeople or in a position where you are expected to be a salesperson, such as e.g. sales team leader, project manager or technician.
Få offert på anpassat upplägg av Värdebaserad försäljning:
Out of content
- Value-based selling – what it means in practice
- The sales process – adding value throughout the sales process
- From product – to value-based sales
- Proactive planning – segmentation, prospecting and meeting preparation
- Business-related customer meetings – goals, purpose and agenda
- Professional meeting preparation – goals, purpose and agenda
- Effective question methodology – structure and question battery to clarify the customer’s needs
- Argumentation technique – the connection between product and customer benefit
- Negotiation techniques – own and the customer’s negotiation currencies
- Time management – planning and setting aside time for value-based sales
- Individual coaching
- Data and action plan
What sets this training apart on the market?
Our trainers have extensive personal experience of working with value-based sales from both the sales and sales manager roles. This means that they have a great understanding and through this the trainer can contribute with deep knowledge, own experiences, thoughts and ideas. The individual coaching helps you put the new knowledge into practice when you are back at work.