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Value Selling
Value Selling
Next level tools and concepts for maximum sales effectiveness. Adding value by selling a good solution is one. But it is only truly 'next level' if you can offer your client a unique and fully customer-specific value proposition.
- 4 months - 4 Days
- Adding value by selling a good solution is one. But it is only truly 'next level' if you can offer your client a unique and fully customer-specific value proposition. The impact of this way of selling is enormous. The customer sees you as a trusted advisor and he knows exactly how your value proposition contributes to realizing the ambitions of his organization. This means that your proposition is of strategic value, which guarantees a long, competition-proof cooperation with the customer.
- We are convinced that only sales that have been achieved in this way lead to long-lasting results and customer loyalty. Future sales success requires an under the skin approach and intensive collaboration with the customer.
- To act on this level of commercial professionalism, you as an account manager have to be able to set up a dynamic and interactive sales / consultancy process. All this forms the basis of a distinctive and customer-specific proposition in which the unique value for the customer is quantified and substantiated with evidence.
This program is suitable for commercial professionals who have mastered the basic skills and already have a lot of 'sales miles' because you have 4-40 years of commercial experience.
FOR WHO
- For you personally: a higher conversion ratio, lower sales costs in terms of time, effort and financially, your sales results and your margin will increase. You will become a member of a select group of commercial professionals.
- For your organization: increase in market share, share of wallet, turnover figures, margin, and customer satisfaction through an effective focus on opportunities that are of great value. Participating account managers have a higher professional standard and sales efficiency through the use of key skill, mind and tool sets.
After completing the training
Day 1
- Gaining style flexibility.
- Understanding the key roles of a sales manager.
- Capturing strategy, culture, and structure to ensure motivation and action.
- Making the right choices for growth.
- Setting objectives for growth.
- Engaging people to contribute.
- Communicate the changes ahead to get full support and contribution.
- Getting a “YES” from those who can decide and support.
Day 2
- Reporting on results achieved
- Creating the incentive to buy
- Knowing your customer
- Developing the customers’ business case 1- Taking a holistic outside-in perspective
- Developing the customers’ business case 2- Understanding the customer’s reasons and desire to change
- Developing the customers’ business case 3- Gaining insight into the playing field
- Creating a compelling Value Proposition with your customer that makes the difference
- Running effective sales meetings
Day 3
- Reporting on results achieved.
- Having the choice for positive impact.
- Mastering the art of neuro-communication in sales.
- Presenting a compelling offer.
- Mobilizing allies in negotiations.
- Closing the deal 1- Knowing how to close.
- Closing the deal 2- Handling objections in order to close.
- Closing the deal 3- Becoming a true business partner.
- Influencing internally for real commitment to deliver beyond expectation.
Day 4
- Reporting on results achieved.
- Managing the account to grow the business.
- Demonstrating your personal added value with new insights / solutions proactively.
- Activating our networks to generate leads.
Connect with us
+971 50 725 4424
jonathan@lighthousedwc.com
jonathan@lighthousedwc.com
Dubai, United Arab Emirates
