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Selling Value
To Customers This custom training session coaches technical sales engineers and managers on selling products based on value rather than features & price. We talk about value to customers, but can’t define or quantify it. In increasing numbers, customers are buying on a "spreadsheet" approach - listing each supplier’s features and price. Salesmen and their companies are being led into a "Feature/Price" trap which seldom addresses the real issues of value. This session turns the spreadsheet into a valuable selling tool. This session will teach sales professionals how to sell products based on value instead of features & price. We talk about value to customers, but can’t define or quantify it. In increasing numbers, customers are buying on a "spreadsheet" approach - listing each supplier’s features and price. This program turns the spreadsheet into a positive selling tool. Four Marketing Fundamentals
Five Levels of Selling
Level I - Feature-Price Selling
Level II - Value-Added Selling
Level III - Application-Solution Selling
Level IV - Customer Competitive Advantage Selling
Level V - Customer Profit Improvement Selling
Sales engineers will be challenged on setting a "Value-added" goal on each call that differentiates their products. Included are practical tips to accomplish these goals. Using literature correctly and creating a personal sales manual and modular "value-added" presentations will be a workshop specialty.
Length: 2 hours based on product and market complexity. Who: All employees involved in the sale, marketing or application (engineering) of products and services. Syllabus: An interactive format, stapled syllabus is available. Size: The group size is flexible. Room: U-shaped table arrangement is preferred for groups under 25. Theater seating for over 25. Equipment: Overhead projector and flip chart. Over 60 participants will require sound amplification. |
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