Sales Skills - How to sell value instead of price
What you'll learn
- Learn how to move away from a simple "vendor" to a position of strategic supplier.
- How to use value as the main focus of sales discussions
- Have deeper discussions with your customers to understand their real needs
- To Leverage margins, know how important your products are to the customer
- Differentiate from competition
- secure market share
- define and leverage value propositions
- Basic knowledge of sales and the sales process
- Notions of pricing, costs and drivers
- Business understanding
UPDATED regularly with new support material (PDF/PPT/VIDEO). Includes more than 15 extra support files.
Sales tests and Business cases to help you explore and apply knowledge. Very important to prepare you for real case situations and job interviews. Both with proposed solutions.
Don't forget to check last lesson, where you can find the downloadable support documents. There's one in particular you can't miss: "The value Selling Sensing and process"
This course is about the two sides of the balance - Price and value - to leverage your skills as a sales manager.
Price is the financial reward for your product or service and value is what your customer believes it is worth for them.
Find or leverage your unique value propositions.
Understand the concept of the value and shift your discussions towards value instead of pure price.
In this course, you'll see practical examples, differentiation, and how you can leverage your products or services to move from a "Vending" position to a "strategic partner" position.
Customers will always push you to price discussions. Your role is to manage that diversion. In this course, you'll have the insights and tools on how to do that.
This training is a masterclass on the topic and will help you in your commercial role: sales negotiation and closing deals.
Developing skills is the best investment you can make with your money, so join the course now and enhance your career in sales.
Course updated regularly.
Support material provided: There are several templates and documents in the bonus lecture at the end of the course that you can download for a better follow up and application of the learnings, and that includes my best seller book "Sales is my passion" available in the last section on ebook/pdf format.
Recently added: How this course can help your career evolution. Downloadable in the first lecture.
Ratcliff K: "Good insights and new ways to look at same issue"
Arjen B: "this helps me to change my perspective and question the traditional way I work"
Gilles Broom: "very interesting and realistic "
Rose Denter: "I have difficulties to get away of recurrent price discussions, this course sheds some light on areas that I will be able to explore and hope to improve my margins "
Who this course is for:
- Sales Reps struggling with pure price discussions
- Anyone having difficulties with their prices and market positioning
- Sales reps or business managers struggling with their margins
- future sales reps
- Business students about to enter work marketplace
- job starters or entry level professionals in business or sales
I manage customers among the world top corporations and have closed single deals as big is 50 Million turnover.
I live in Netherlands, I speak six languages, have been more than twenty five years in sales and I am an international Key Account Manager.
I handle strategic accounts benefiting from my vast experience, language skills and cultural awareness.
Having dealt with customers from different countries and sizes –from the small factory to the world biggest corporations- facing different complexities, industry segments and purchasing organizations, I share my knowledge, experience, skills and best practices to all those willing to learn, develop or explore their career in the B2B sales world on online or f2f trainings.
I'm the author of the book "sales is my passion" available on Amazon and other bookstores.