Udemy
    •  
    •  
    •  
    •  
    •  
    •  
    •  
    •  
Turn what you know into an opportunity and reach millions around the world.
Learn More
Your cart is empty.
Keep shopping
Value-based Selling
2 students

Value-based Selling

How to win the mindshare of prospects and convert them to customers
Created byFerdinand M. Ibezim
Last updated 5/2024
English

What you'll learn

  • Define and articulate the principles of value-based selling
  • Recognise the shift from transactional to value-driven sales approaches
  • Create tailored and persuasive value propositions that resonate with diverse customer segments
  • Apply value-based selling techniques in real-world scenarios through practical exercises
  • Understand how to win the mindshare of prospects
  • Learn how to highlight the value of your offerings
  • Be able use the selling wheeling process to convert prospects to customers
  • Demonstrate the capacity of you and your offering to solve customer problems

Course content

2 sections • 8 lectures • 1h 12m total length

  • The Imperative of Value in Selling9:16

    Value is the perception of worth that makes a prospect or customer pay a price to obtain, use or keep a product or service. This module examines the critical role that value plays in successful selling. By mastering the art of value-based selling, you'll enhance your ability to drive sales growth, build strong customer relationships, and achieve lasting success in competitive markets.

  • Dimensions of Value Positioning in Selling8:51

    In this session you will explore the various aspects that contribute to effectively positioning your product or service in the market. Learn how to identify and leverage different dimensions of value, such as perception, cost and cost to create a compelling and differentiated market position.

    This module will equip you with strategies to align your value positioning with customer needs and preferences, enhancing your ability to attract and retain clients. Mastering these dimensions will empower you to establish a strong market presence and drive business growth.

  • Key Success Factors in Value Proposition and Communication in Selling8:24

    In this module, you will learn the essential skills needed to clearly define and convey the value of your products or services. This module will guide you through the process of crafting a compelling value proposition that resonates with your target audience, differentiates you from competitors, and highlights the key advantages that drive customer decisions.

    By mastering these techniques, you'll be able to effectively communicate your value proposition in a way that captures interest, builds trust, and ultimately leads to successful sales outcomes.

  • Unique Selling Proposition and Competitor Analysis10:30

    In this module, you will learn how to define and effectively communicate what sets your product or service apart from the competition. The session covers techniques for crafting a compelling Unique Selling Proposition (USP) that highlights your distinct advantages.

    Additionally, you will explore methods for analyzing competitors to understand their strengths and weaknesses, enabling you to position your offering more strategically.

  • How to Articulate and Communicate Your Value and Unique Selling Proposition

Requirements

  • No previous experience required. You will learn everything you need to articulate, convey and demonstrate the value of your offerings.

Description

Value-based selling is an approach to sales that focuses on understanding, articulating and persuasively communicating the unique value and selling proposition of a product or service to a prospect or customer. Instead of solely emphasising features and price, value-based selling seeks to demonstrate how a product or service addresses the specific needs, challenges, and priorities of the prospect/customer, thereby delivering tangible value.

The Value-Based Sales Programme aims to equip you with the knowledge, skills, and mindset required to engage in customer-centric selling, focusing on delivering value throughout the sales process.

You will learn how to win the mindshare of your prospects by conveying the unique value propositions of your products or services, build strong customer relationships, and create sustainable business growth.

Learning Outcomes

  • Define and articulate the principles of value-based selling.

  • Recognise the shift from transactional to value-driven sales approaches.

  • Showcase your expertise and industry knowledge to establish yourself as a trusted advisor

  • Create tailored and persuasive value propositions that resonate with diverse customer segments.

  • Identify and communicate unique selling points effectively.

  • Enhance communication skills to articulate the unique value offered by products or services.

  • Identify the key components of a sales pitch.

  • Understand how to win the mindshare of prospects.

  • Learn how to highlight the value of your offerings.

  • Be able use the selling wheeling process to convert prospects to customers

  • Practice conveying value propositions clearly and persuasively.

  • Apply value-based selling techniques in real-world scenarios through practical exercises and case studies.


Who this course is for:

  • For all levels of sales and marketing professionals.

Report abuse