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Course Information

Value-Based Selling Training​ Course Outline

Module 1: Value-Based Selling

  • What is Value-Based Selling?
  • Principles of Value-Based Selling Methodology
  • Value-Based Selling Process and Techniques
  • Differences and Similarities Between Value-Based Selling and Value-Added Selling

Module 2: Value-Added Selling Philosophy

  • Real Meaning of Value
  • Value ADD-ITUDE
  • Customer-Focused Value
  • Seller-Focused Value
  • Value-Added Selling
  • Characteristics of Value-Added Salespeople
  • Price Facts

Module 3: Critical Buying Path, Value-Added Sales Process, and Customer Messaging

  • Paradigms of Buying
  • Critical Buying Path in Value-Added Selling
  • Value-Added Sales Process and its Strategic Overview
  • Customer Messaging
  • Value Added

Module 4: High-Value Target Account Selection and Target Penetration

  • Power of Discernment
  • Strategic Focus: Developing Market Savviness
  • Tactical Focus: Targeting Specific Accounts
    • Awareness of Your Profit Piranhas
  • Account Penetration Rules
  • Level I, II, and III Decision Makers
  • How to Talk Like a Level I, II, or III Decision Maker?

Module 5: Value-Added Selling Strategies

  • Customer-ising – As a Process
  • Positioning – Seller's Position in Buyers' Mind
  • Differentiating – Your Definable and Defendable Differences as a Seller
  • Presenting – Personalising Your Message and Maximise Perceived Value
  • Supporting – Supporting Strategies with Process and People Support
  • Relationship Building – Cornerstone of Value-Added Selling
    • Principles of Relationship Building
  • Tinkering – Responding to Your Customers in their Doubts
    • How is Tinkering Done?
  • Value Reinforcement – Vital Components of Customer-Messaging Campaign
  • Leveraging – Strategy for Maximising, Optimising, and Multiplying Efforts

Module 6: Value-Added Selling Tactics

  • Canvassing – The Process of Identifying New Sources of Business
  • Getting Appointments – Four-Step Method for Getting Appointments
  • Pre-Call Planning - Planning Your Sales Call
  • The Opening Stage – Impact Opening of Sales Call
  • The Needs-Analysis Stage – Analysing Buyer's Needs to Sell Added Value
  • The Presentation Stage – Selling Three Dimensions of Value
  • The Commitment Stage (Closing) – Closing Sales on Right Time
  • Handling Objections – Elaborated Ways to Respond to Price Objections
  • Post-Call Activities – Conducting Post-Call Review

Module 7: Value-Added Selling – Special Topics for Tangible Value Added to Sales Efforts

  • High-Level Value-Added Selling
    • High-Level Value-Added Selling
    • Calling on High-Level Decision Makers
  • Selling Value in Tough Times and Tough Markets
    • Reality of Tough Times and Tough Markets
    • Impact of Tough Times and Tough Markets
    • Prevailing in Tough Times and Tough Markets

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Prerequisites

There are no formal requirements for attending this Value-Based Selling Training course.

Audience

This Value-Based Selling Training course can be attended by anyone who wants to master the strategies of selling value to prospective clients and customers and achieve a great deal of career advancement.

Value-Based Selling Training​ Course Overview

Value-Based Selling can be described as the method of understanding and strengthening reasons why an offer is valuable to a prospective client or customer. In the Value-Based Selling approach, the clients become the centre of focus. It concentrates on the product or service that will provide value to the customer. Value-Based Selling is used to satisfy clients or customers and presents a buying situation to them where the clients are more focused on realising the benefits than the price. It enables sellers to close transactions frequently with better profit margins successfully and saves time that can then be dedicated to more customers. The required knowledge and skills of Value Selling strategies can help individuals to get plenty of opportunities for their career advancement and become successful in their profession with good pay.

In this 1-day Value-Based Selling Training course, delegates will get a comprehensive understanding of value-based selling, the real meaning of value, the seller focused value, the Value-Added Selling philosophy, and the characteristics of a value salesperson. They will be able to accumulate the knowledge of the value-added sales process in detail, its strategic overview, the value-added, planning right customer messaging, etc., to capture the right clientele. Delegates will also learn to penetrate high-value customers, developing market savvy, account penetration rules, various levels of decision-makers, several value-added selling strategies and tactics to achieve successful value selling. This course will be conducted by our highly skilled and experienced trainers who will help the delegates to master the value selling strategies and processes.

Course Objectives:

  • To accumulate the knowledge of value-added selling philosophy
  • To learn the characteristics of a value-added salesperson
  • To understand the process of developing market savviness
  • To learn to present and personalising messages to maximise the perceived value
  • To get familiar with vital components of the customer-messaging campaign
  • To learn the analysing buyer's needs to sell added value
  • To handle the selling of value in tough times and markets

After attending this Value-Based Selling Training course, delegates will be able to use the unique value selling strategies and use them to sell the value to prospective clientele. They will be able to sell their value and services in challenging markets and times with relative ease. Delegates will also be able to identify new business sources and analyse buyers who need to sell the value.

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  • Delegate pack consisting of course notes and exercises
  • Manual
  • Experienced Instructor

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Why choose us

Ways to take this course

Our easy to use Virtual platform allows you to sit the course from home with a live instructor. You will follow the same schedule as the classroom course, and will be able to interact with the trainer and other delegates.

Our fully interactive online training platform is compatible across all devices and can be accessed from anywhere, at any time. All our online courses come with a standard 90 days access that can be extended upon request. Our expert trainers are constantly on hand to help you with any questions which may arise.

This is our most popular style of learning. We run courses in 1200 locations, across 200 countries in one of our hand-picked training venues, providing the all important ‘human touch’ which may be missed in other learning styles.

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Highly experienced trainers

All our trainers are highly qualified, have 10+ years of real-world experience and will provide you with an engaging learning experience.

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State of the art training venues

We only use the highest standard of learning facilities to make sure your experience is as comfortable and distraction-free as possible

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Small class sizes

We limit our class sizes to promote better discussion and ensuring everyone has a personalized experience

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Great value for money

Get more bang for your buck! If you find your chosen course cheaper elsewhere, we’ll match it!

This is the same great training as our classroom learning but carried out at your own business premises. This is the perfect option for larger scale training requirements and means less time away from the office.

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Tailored learning experience

Our courses can be adapted to meet your individual project or business requirements regardless of scope.

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Maximise your training budget

Cut unnecessary costs and focus your entire budget on what really matters, the training.

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Team building opportunity

This gives your team a great opportunity to come together, bond, and discuss, which you may not get in a standard classroom setting.

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Monitor employees progress

Keep track of your employees’ progression and performance in your own workspace.

What our customers are saying

Frequently asked questions

FAQ's

Value selling describes what is offered to the prospective client and the real worth of a product or service.
There are no formal requirements for attending this Value-Based Selling Training course.
This Value-Based Selling Training course can be attended by anyone who wants to master the strategies of selling value to prospective clients and customers and achieve a great deal of career advancement.
Value-Based Selling is successful because it presents clients/customers with the knowledge that they are getting the real worth of their investments. Value-Based Sales technique revolves around the customer value and making them understand why they are obtaining a quality product or service for the asking price.
The price is the monetary benefit or reward for selling any product or service to the customers. On the other hand, value is something when a customer believes the product or service is worth their money/investment.
In this Value-Based Selling Training course, you will learn about value, value-based selling principles and techniques, customer-focused value, etc. You will also learn how to keep the customer messaging right about value, high-value account selection, analysing client needs, high-added-value selling, and many more concepts that will help you become practices and abled to sell value of the products and services you are selling to clients/customers.
The price for Value Based Selling Training certification in Australia starts from AUD1595
The Knowledge Academy is the Leading global training provider in the world for Value Based Selling Training.
Please see our Sales Training courses available in Australia

Why choose us

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Best price in the industry

You won't find better value in the marketplace. If you do find a lower price, we will beat it.

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Many delivery methods

Flexible delivery methods are available depending on your learning style.

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High quality resources

Resources are included for a comprehensive learning experience.

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"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"

Joshua Davies, Thames Water

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