Value-Based Selling Training | Sales Training in Crewe

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

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

Who Should Attend this Value Based Selling Training Course?

Our Value Based Selling Course is designed to equip delegates with the skills and strategies necessary to excel in the art of selling by focusing on delivering value and addressing the specific needs of customers. This Sales Course is especially beneficial for the following professionals:

• Sales Professionals
• Business Development Managers
• Team Leaders
• Freelancers and Consultants
• Entrepreneurs and Business Owners
• Product Managers
• Sales Managers

Prerequisites of the Value Based Selling Training Course

There are no formal prerequisites for this Value Based Sales Course. However, a basic understanding of relationship building, sales pitching, and strong communication skills would be beneficial for the delegates.

Value-Based Selling Training Overview

Value-Based Selling Training introduces the principles of value-based and value-added selling. It covers customer value, sales strategies, account management, and value-driven sales techniques.

This training enhances delegates’ ability to apply value-based selling techniques in real-world scenarios. It strengthens communication, negotiation, and strategic thinking skills, enabling delegates to build trust, differentiate their offerings, and improve sales outcomes.

This 1-Day course offered by The Knowledge Academy equips delegates to apply value-based selling principles confidently in professional settings. Delegates gain practical insight into positioning value, handling objections, and guiding customer decisions effectively.

Value-Based Selling Training 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 personalise messages to maximise the perceived value
• To get familiar with vital components of the customer-messaging campaign
• To analyse customer needs and align value propositions for stronger buying decisions

Upon completion of this Value-Based Selling Training Course, delegates will be able to apply value-driven selling strategies and better understand and influence customer needs. They will also create impactful personalised messaging, enhance market awareness, and build stronger client relationships to drive sales success.

What’s Included in this Value Based Selling Training Course? 

• World-Class Training Sessions from Experienced Instructors   
• Value Based Selling Training Certificate 
• Digital Delegate Pack