Value Creation & Selling
Consider the following scenarios:
- Are you tired of competing simply on prices because your products/services seem like commodities to your customers?
- Do you wish to differentiate your products/services from your competitors and sell them at a premium?
- Do you have difficulty articulating the value of your products/services to your customers?
- Would you like to know how much your customers are willing to pay for your products/ services?
If your answer is YES to the above questions, then this workshop is for you.
Intended Audience: Sales and Account Managers Business Managers, Services Sales Managers, Customer Support Managers, Marketing Managers and Product Managers.
Workshop Objectives:
At the end of the workshop, you will be able to:
- Understand your customers’ and customers’ customers Most Urgent and Most Important Needs (MUMIN ®)
- Create the values that your customers really wanted and the services that are not there but are needed by your customers,
- Value add to services that your customers have already purchased,
- Articulate the values to your customers beyond the features and benefits described in your brochures,
- Position yourself and create a distinct difference in your product or services from your competitors,
- Sell the value of your products and services at a price FAR ABOVE your cost to give HIGH PROFITIBILITY, yet keeping your customers wanting for more
Workshop Outline:
- Selling product and services vs. selling value
- What is Value?
- Value Creation Techniques
- Understanding your customer’s MUMIN
- Mapping out Customer’s customers
- Quantifying Value
- Selling Value
- Call Qualification
- Selling Techniques
- Advance in Your Sales
- Handling Objections
- Closing A Sale
Teaching Methodology: This dynamic workshop will be conducted with a good blend of instruction and discussions. Participants are encouraged to bring a product/service to the class to create value surrounding it.
Duration: 2 Days
