Sell Like an Expert

Value Selling – Accelerating Sales Success through Value-Centric Sales

Equip your sales professionals with the skills, tools, and techniques necessary to effectively sell value to customers.

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74% of B2B buyers do half their research online before they buy. (Forrester Research)

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50% of the buyer think salespeople do not understand me or my business (Kon Ferry)

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Only 18% of salespeople are classified by buyers as a trusted advisors whom they respect (Steve W Martin Buyers report)

The Game Has Changed

Over the past decade, the sales landscape has undergone significant changes. Sales reps are finding it tough because buyers have evolved, yet sellers remain the same. In this age of information overload, most customers resist engaging with typical “sellers,” resulting in increased rep turnover and a drop in the number of reps achieving their goals.

The issue for sales organizations isn’t selling, but rather buyer engagement.

To increase buyer engagement and impact decisions, sellers should redefine their role, shift their mindset, refine their process, and build new skills.

Enable your sales team to sell on value, instead of price...

Although sales professionals frequently talk about selling value, many lack the know-how to do it effectively.

Sell Like an Expert is a fact-based, research-backed selling system that uses a practical and sustainable methodology to uncover the prospect’s key business challenges and allows salespeople to match the unique value of their solutions to those challenges. This course delivers a repeatable, sustainable, and pragmatic sales process that empowers sales representatives on how to partner with buying prospects instead of merely selling to them.

By honing existing skills and integrating new core principles, sales representatives and managers can develop a process that discovers what matters most to the buyer, understands their perspective, encourages listening, drives action, and justifies investment. Personalized session provides sales people with strategies to connect with executive decision-makers, diagnose stalled deals, enhance forecast accuracy, eliminate discounting, and increase deal sizes.

This workshop equips sales professionals to effectively engage with individuals at all levels, from influencers and technical buyers to key decision-makers. By implementing the steps of the Sell Like an Expert – Value Selling methodology, salespeople have significantly advanced their careers and achieved remarkable success.

Learning Objectives

After attending the program, participants can achieve the important objectives as follows:

Move towards a consultative and added value selling model to improve results and generate opportunities.
Develop an awareness of the different Social Styles and develop a strategy to adapt your sales style.
Identify the root cause of your customer’s problems and offer the ideal solutions.
Understand the effect of your sale on your customer’s business.
Link your offer to financial ROI.
Create a greater commercial awareness of your client.
Ensure that you understand and deliver both tangible and intangible benefits to your customers.
Develop the skills and behaviours needed to successfully deliver solutions that win business.

Who Should Attend

Sales Engineers and Sales Managers
Business Development Managers
Sales and Marketing support Team Members

Duration : onsite 3 days, online- 2.5 hours x 10 sessions

Course Contents

Flexible Delivery Options

World-Class Facilitators

We’re proud to have top-tier facilitators. Consistently, we receive feedback such as: ‘It was the most effective training our company has ever experienced.