Essential Selling Skills Session 9 – Selling on Value ($35, 32 minutes, on-demand) Selling on value is something that many salespeople say that they do, but it is often not done well. This session will highlight many practical tips and examples on how to sell on value, not on price. You will learn how to use value selling to differentiate your company and products/services. We will provide a process that you can follow to prepare and present a compelling value proposition. You also will receive a downloadable planning form that you can use to prepare for upcoming sales calls.
The video, downloadable handout, downloadable planning form, and quiz will improve your ability to sell on value, including how to:
- Differentiate your company, products, and services in the most effective way
- Assess value from the customer’s perspective by focusing on the three primary ways that customers perceive value
- Prepare and present your value proposition in a clear and compelling way, with emphasis on quantifying the value that you can provide
- Utilize a planning form (which is downloadable) to apply the value selling concepts when you prepare for upcoming sales calls
Essential Selling Skills Session 9: Selling on Value is the ninth of twelve online learning modules in the Essential Selling Skills Series.
Your registration provides 6 months access to practical skills-based online training, on your schedule, at your location.
The instructor is available to answer questions at firstname.lastname@example.org or 781-934-0900.
The entire Essential Selling Skills series includes almost 6 hours of training divided into 12 sessions, each about 30 minutes in duration. The series includes a 1 year subscription for the discounted price of $299. Session 1 is free, so use it as a no-cost way to preview the entire series.
Bill McCormick is the founder and president of Sales Training And Results, Inc. (STAR), a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of STAR's customized sales and management workshops.
Prior to founding STAR, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.