Value selling sales training – Full, or half-day workshops
These are delivered as either:
- Masterclasses – Our value selling sales training masterclasses are one full day, intensive events for busy executives who need to catch up on the latest thinking on these topics.
- Boardroom Briefings – The Boardroom Briefings are tailored, highly focussed and intense half-day sessions covering key strategic issues around pricing and value. These tend to be intense discussion forums allowing senior managers the opportunity to air and discuss particular issues around value and for actions to be planned and taken.
Our Masterclass and Boardroom Briefings are as follows:
1. The Seven Challenges of Value
Following on from our book “The Challenge of Value”, our research led us to conclude that there are seven key “value” challenges that businesses, and salespeople, face right now. This session provides a brief but detailed look at each of the challenges in turn, exploring the extent to which they are an issue within your business and looking at ways in which they can be overcome. We’ll develop outline plans to tackle them in your business.
Each of the challenges need to be addressed if your are to deliver outstanding value to your customers – and capture some of that value to help you improve your own margins and profitability. The concept of value is generally misunderstood so a key focus will be on developing a consistent approach to understanding value, its component elements how it can be identified and communicated effectively.
During the session we will cover:
a) What are the Seven Challenges?
b) Which present the greatest challenge to the business right now?
c) What impact does this have on the business?
d) How can the challenges be effectively addressed?
e) What is our plan to tackle any issues?
2. Delivering Value through the Salesforce
For most companies, the price and value message is delivered most frequently by the sales force. But how well equipped is your sales team to deliver that message effectively and persuasively? Are they “proud of the price” or do they apologise for it? Do they operate on a “Discount Default” or are they really selling your value? This Masterclass covers value selling sales training focussing on understanding the importance of the sales role in value delivery – and making sure it is capable of doing so.
In this session we will be looking at:
a) Understanding our value and the value conundrum – the fact that value is actually defined by the customer, not by us!
b) The sales role in understanding and communicating value and presenting and defending price
c) The impact of discounting as a sales strategy
d) Pricing options and their pros and cons
e) The risk of “dolphin training” (believe me it is risky!)
f) Dealing with discount demands
3. Value-Based Pricing – Value selling sales training
If you want your team to become better at defending price and positioning your product and services more effectively, enabling your team to convert more leads and meetings into sales and profit, then they need to know how to understand and use – Value-Based Pricing.
During this training your sales team will learn:
a) What is Value-Based Pricing?
b) Why is there so much talk about it?
c) Who is using it and why?
d) What results are they achieving?
e) Why and how Value-Based Pricing different (and better) than the pricing methods you may currently be using?
f) How do you can implement Value-Based Pricing in our business?
g) Most important of all – does it really work, and what is the evidence?
By booking a Value-Based Pricing Training Session you will enable your team to more effectively define the value your products and services offered, increase their sales conversion rates and your bottom line profits.
4. Price Setting and Price Getting: The Power of Working Together
Our experience tells us that there is a real disconnect between sales and pricing in many businesses. Put another way, the price setters and price getters just aren’t working effectively together. But why should that matter? If you really want to optimise your pricing it matters a lot. This session will explore how sales and pricing currently work together in your business, and look at ways in which, between them, they can make a significant impact on your margins and profitability. But only if they work more closely together!
5. Quantifying Value
Using the Value Triad© we demonstrate, with live examples, how to pinpoint the real value you are delivering to your customers. Not only that, through our proprietary Business Impact Analysis© tool we show you how to identify priorities and quantify the advantages that your products and services can bring to your customer. This approach takes your proposition to a new level of attractiveness – because you can now say to customers not only can you help improve their business – but show them by how much. And prove it!
6. Segmenting on Value
There are many ways in which businesses segment their customers in order to deal with them more effectively. One that is emerging and is being seen as increasingly important and powerful is “Segmenting on Value”. During this session, we will examine more sophisticated segmentation approaches and explore how the use of these tools within your business could help in creating and developing better products, more successful marketing campaigns and better directed and focused sales effort.