Value Centric Selling - How to Sell on Value, Not Price
4.4 (172 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
1,194 students enrolled

Value Centric Selling - How to Sell on Value, Not Price

Stop giving away discounts or lowering your price! Learn how to sell the value of what your offering!
4.4 (172 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
1,194 students enrolled
Created by Victor Antonio
Last updated 8/2013
English
English [Auto-generated]
Current price: $12.99 Original price: $19.99 Discount: 35% off
21 hours left at this price!
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This course includes
  • 2 hours on-demand video
  • 2 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Learn how to quantify the financial value of selling your product or service
Requirements
  • Download study guide
Description

This course is about how to sell the value of your product or service using quantifiable numbers so you can prove, in financial terms, how you can help your client.

There are 34 videos and a 54 page workbook so that you can follow along.

There are 9 modules and each module builds on the previous video.

Who this course is for:
  • Salespeople who have to sell a product that requires multiple approvals.
Course content
Expand all 34 lectures 01:59:27
+ Introduction
3 lectures 13:24

***************************************************************

NOTE: Download Study Guide to follow along

****************************************************************

I. Shift In Selling: What’s Changed?

Technology:

· User accessibility to information

· Internet has changed our buying behavior

· Clients are more informed through research

· Client have more alternatives

· Clients are 60%-70% into the buying process by the time they contact a vendor

Economy

· In a recession budgets get tight; money becomes scarce

· Make a Safe decision

· Most value for their money

· Justify the purchase based on tangible numbers

The Result?

· A change in how people buy

· No one wants to be pressured into buying

· Qualitative persuasion isn’t enough

· Quantifying the value for the client and help them make a decision

Preview 05:06

II. Sales Philosophy 2.0

Empathize

·  Put yourself in the client’s shoes

·  View selling from the buying perspective

·  Understand their pain point and concerns

Educate

·  Give clients as much information as necessary

·  Position yourself as an advisor (through sharing knowledge)

·  Establish credibility by demonstrating (or proving)

Empower

·  Give the client necessary information to make a decision

·  Do not pressure the client into making a decision

·  Clarify issue(s) for the client and guide their decision-making process

Preview 03:37

III. Value Impact – Ball Example

Value Centric Question: Where does your product or service impact a client's business?

With this simple example of manufacturing a "ball", the challenge is to find ways that your product or service can help clients: increase revenue, reduce cost or expand market share. 

For this example, here are 4 value impact zones:

·  Material Cost

·  Machine - Manufacturing

·  Manpower

·  Marketing

Preview 04:41
+ Selling a Product (or Service)
2 lectures 05:15

Product Name: ____________________________________

Development/Release Year: _______

Product Price (Average Sales Order):  $ ______________

Product Description:

Why was this product developed?  

Product Description
02:36

List the top five (5) in order of importance:

Priority

Feature/Function

Benefit

1

2

3

4

5

Feature-Benefit Product Inventory
02:39
+ Target Market
3 lectures 10:32
Who is Your Target Market?
03:57
Buyer Types
03:24
Data-Mining
03:11
+ Selling and Buying Processes
2 lectures 10:58
Sales Process
04:48
Buying Process
06:10
+ Sales Scenario
1 lecture 03:16
Sales Scenario Description
03:16
+ Review
1 lecture 02:41
Section Review
02:41
+ Client Mindset
3 lectures 11:33
Client Mindset
05:09
Client's Economic Mindset
02:08
Value Centric Sales Model
04:16
+ Sales Proof (Evidence) Toolkit
3 lectures 08:56
Sales Proof Tools
03:10
Insight & Example
03:26
Types of Insight
02:20
+ Buying Objections
3 lectures 16:25
Anticipate Objections
02:20
Blocking Objections
04:25
Blocking Objection (Bonus Example)
09:40