Value Selling 

What makes your product worth paying a little bit more for, and how do your salespeople communicate that?

Companies that do not offer the lowest price on their market have to explain the value of their products or services to motivate the buyer to purchase despite the price difference. In theory this is obvious, in practice not that easy.

We know from experience that all salespeople — newcomers as well as senior managers — will quickly show improvement in this area.

We coach your sales people individually, to help them collect necessary customer information, build the confidence to calculate customer values, and communicate them in a realistic way throughout the sales process.

We will be coaching your sales force for 3 to 6 months with short weekly tasks and individual performance evaluation that won't interrupt their daily work flow. In 4 Modules we will teach your staff the ins and outs of Value Selling such as objection handling and how to communicate customer value. 

"Personally I have found this training method 100 times better than face to face training as this holds you accountable each week to show progression"

(Participant, Service Advisor Coaching Program, Automotive, Australia)

How it Works

Tailored content

Weekly individual training & feedback

Library of best practices

Access to a state-of-the-art web platform

Monthly management reporting

One-off skill measurements

Module 1 & 2:

  • Answering the "Why buy question"
  • Asking the right questions
  • Typical objections

Module 3 & 4:

  • Preparing and calculating value
  • Communicating values
  • Values of avoiding a problem 

Overcoming traditional training challenges

With staff training and development being a key piece of your successful business, your training initiatives need to have impact and guarantee lasting change of your staff’s behaviour.

“A smarter way” will assist you in understanding the challenges when it comes to staff training and help you to get the most out of your training initiatives.

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