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!
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Instructed by Victor Antonio Business / Sales
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  • Lectures 34
  • Length 2 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 8/2013 English

Course 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.

What are the requirements?

  • Download study guide

What am I going to get from this course?

  • Learn how to quantify the financial value of selling your product or service

What is the target audience?

  • Salespeople who have to sell a product that requires multiple approvals.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
05:06

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

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

03:37

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

04:41

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

Section 2: Selling a Product (or Service)
02:36

Product Name: ____________________________________

Development/Release Year: _______

Product Price (Average Sales Order):  $ ______________

Product Description:

Why was this product developed?  

02:39

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

Priority

Feature/Function

Benefit

1

2

3

4

5

Section 3: Target Market
Who is Your Target Market?
03:57
Buyer Types
03:24
Data-Mining
03:11
Section 4: Selling and Buying Processes
Sales Process
04:48
Buying Process
06:10
Section 5: Sales Scenario
Sales Scenario Description
03:16
Section 6: Review
Section Review
02:41
Section 7: Client Mindset
Client Mindset
05:09
Client's Economic Mindset
02:08
Value Centric Sales Model
04:16
Section 8: Sales Proof (Evidence) Toolkit
Sales Proof Tools
03:10
Insight & Example
03:26
Types of Insight
02:20
Section 9: Section Review II
Section Review
02:51
Section 10: Buying Objections
Anticipate Objections
02:20
Blocking Objections
04:25
Blocking Objection (Bonus Example)
09:40
Section 11: Sales Presentation
Sales Process - Presentation Phase
01:31
Sales Narrative & Key Messages
03:59
Presentation Inventory
02:04
Presentation Sequence
03:37
Presentation Slide Layout
03:26
Section 12: Return On Investment (ROI) Calculator
ROI Sales Scenario
02:52
Isolating Client Issues
02:02
Example: ROI Critical Issue #1
02:57
Example: ROI Critical Issue #2
03:25
Example: ROI Critical Issue #3
01:49
ROI Calculations
02:35
Five (5) Reasons clients Don't Buy
03:19

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Instructor Biography

Victor Antonio, Sales Expert & Trainer

Victor Antonio is a speaker and trainer who understands the challenges of selling; especially in today's market. His experience includes:

  • 14 books on Sales & Motivation
  • BS Electrical Engineering and an MBA
  • President of Global Sales and Marketing
  • Vice President of International Sales
  • Selected to join the President’s Advisory Council for excellence in sales and management.

Past Clients: Verizon, Nationwide, Medtronic, 5/3 Bank, Citrix, Toyota, State Farm, Orkin, FedEx.

International Experience: He has conducted business in Europe, Asia, Saudi Arabia, Australia, Latin America, Middle East, United Arab Emirates and South Africa.

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