Any sales professional or manager working in the consultative selling environment. The products they are trying to sell could be big-ticket industry products such as IT solutions, telecom equipments, medical equipments and professional services such as consulting, advertisement, accounting, insurance and etc.
What Does The Course Cover?
What is value and where does value come from
How to create and communicate a value proposition
Client buying cycle and ways to create value at each stage of the buying cycle
Ways to create and develop a value hypothesis
How to understand the client's value chain
The three buying roles in client's organization
Ways to use pain and gain to motivate the client to act
Ways to identify and work with client's value criteria
Four categories of client risks and the way to identify and alleviate them
How to ensure and exploit the successful sales achievement – successful implementation
