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VALUE BASED SELLING TRAINING

This highly effective workshop gives participants the tools and techniques to sell at a premium price while making the customer firmly believe they are getting outstanding value. Our Value Based Selling training is designed to transform your sales team into value-selling experts, using a proven value selling framework that emphasizes understanding and aligning with the customer’s needs and values. Participants will learn how to articulate the value of your product or service in a way that resonates deeply with prospects, ensuring your sales approach is as impactful as it is effective.

VALUE SELLING

FOR COMPANIES

In today’s competitive market, corporates must differentiate themselves not just through their products but through their sales approach. Value Based Selling for Corporates equips sales teams with the strategies to understand the unique needs of each prospect, aligning your product or service as the solution to their specific challenges. Through real-world examples of value based selling, your sales force will learn how to elevate their sales pitch, making it not just a transaction, but a valuable exchange that benefits both parties. This training is tailored to help corporate sales teams focus on creating genuine value, fostering long-term customer relationships and driving sustainable growth.

VALUE SELLING

FOR INDIVIDUALS

For individual sales professionals looking to excel in their careers, our Value Selling for Individuals program is a game-changer. This course delves into the principles of value based selling, teaching you how to position the value of your product or service effectively. You’ll learn how to conduct insightful conversations with prospects, ask open-ended questions that reveal the true needs of the customer, and integrate the value selling framework into your sales process. By the end of this training, you’ll be equipped to make compelling sales pitches that highlight how your product or service can uniquely address the needs of your prospects, setting you apart in the field of sales.

VALUE SELLING

FOR INDIVIDUALS

For individual sales professionals looking to excel in their careers, our Value Selling for Individuals program is a game-changer. This course delves into the principles of value based selling, teaching you how to position the value of your product or service effectively. You’ll learn how to conduct insightful conversations with prospects, ask open-ended questions that reveal the true needs of the customer, and integrate the value selling framework into your sales process. By the end of this training, you’ll be equipped to make compelling sales pitches that highlight how your product or service can uniquely address the needs of your prospects, setting you apart in the field of sales.

Value Selling

WHAT IS VALUE BASED SELLING?

At its core, Value Based Selling is a sales approach that focuses on understanding and fulfilling the needs of the customer above all else. It’s about recognizing the value of your product or service from the perspective of the prospect and aligning it with their specific requirements. This method goes beyond the traditional features-and-benefits selling, by deeply engaging with the prospect to uncover their underlying challenges and presenting your offering as the optimal solution. 

Through our training, participants will master the art of value based selling, learning how to seamlessly integrate value into every aspect of the sales process. From initial contact to closing the deal, you’ll discover how to transform your sales strategy to ensure that every customer feels they are receiving exceptional value, fostering trust and loyalty that lasts.

Value Selling

WHAT IS VALUE BASED SELLING?

At its core, Value Based Selling is a sales approach that focuses on understanding and fulfilling the needs of the customer above all else. It’s about recognizing the value of your product or service from the perspective of the prospect and aligning it with their specific requirements. This method goes beyond the traditional features-and-benefits selling, by deeply engaging with the prospect to uncover their underlying challenges and presenting your offering as the optimal solution. Through our training, participants will master the art of value based selling, learning how to seamlessly integrate value into every aspect of the sales process. From initial contact to closing the deal, you’ll discover how to transform your sales strategy to ensure that every customer feels they are receiving exceptional value, fostering trust and loyalty that lasts.

VALUE SELLING

TOPICS COVERED DURING THE VALUE SELLING PROGRAMME

01. IDENTIFY & DELIVER VALUE THROUGH VALUE BASED SELLING

Discover how to understand and articulate the value of your product or service as perceived by the customer. This session introduces the principles of value based selling, leveraging professional active listening techniques to uncover the needs of the prospect. Participants will learn how to shape their sales proposals to meet customer needs effectively, emphasizing the value of your product or service can bring to them.

02. BUILD VALUE INTO YOUR SALES PROPOSITION WITH A VALUE SELLING FRAMEWORK

Dive into the components of a strong value proposition and explore the value selling framework to communicate your product’s value effectively. Through value based selling examples, participants will understand how to demonstrate the impact of their product or service, using case studies to showcase real-world applications and the benefits of adopting a value based selling approach in their sales process.

 
03. OVERCOME PRICING CHALLENGES USING VALUE BASED SELLING PRINCIPLES

Learn how to educate customers on the price-value perception integral to value based sales. This segment focuses on shifting the customer’s focus from price to the comprehensive benefits your solution provides, using value based selling techniques to handle discount requests with alternative value-focused strategies. Participants will gain insights into how value selling can help maintain the integrity of your pricing structure while satisfying the needs of the customer.

04. SELL AT A PREMIUM PRICE BY ARTICULATING THE VALUE OF YOUR PRODUCT

Understand the psychology behind premium selling and how to communicate the superior value your product or service provides. This section emphasizes building trust and confidence in your premium offerings by articulating the value to the customer, showcasing how value based selling is essential for selling at a premium price. Participants will learn how to make their sales pitch resonate with the prospect, demonstrating how the value of your product or service justifies a premium investment.

About This Training

Course overview

The primary goal of our Value Based Selling training program is to equip participants with the necessary skills and knowledge to effectively implement a value based selling approach in their sales process. By the end of the course, participants will be able to:

  • Understand and apply the principles of value based selling to articulate the value of a product or service to the customer.
  • Utilize professional active listening techniques to uncover the true needs of the prospect and align your solution accordingly.
  • Develop strong value propositions that communicate the unique benefits of your product or service, enhancing the customer’s perception of value.
  • Overcome pricing challenges by shifting the focus from price to value, demonstrating how your product or service can meet and exceed the needs of the customer.
  • Sell at a premium price by confidently articulating the value of your product, ensuring that prospects understand the worth and quality of your offering.

Our methodology incorporates a blend of instructional techniques to ensure a comprehensive understanding and application of value based selling concepts. The program includes:

  • Interactive Workshops: Engaging sessions that introduce value based selling frameworks and principles.
  • Real-World Case Studies: Examination of successful value based selling examples to illustrate best practices and strategies.
  • Role-Playing Exercises: Hands-on scenarios where participants practice value selling techniques in simulated sales situations.
  • Group Discussions: Collaborative discussions to share insights and experiences, fostering a deeper understanding of value based sales approaches.
  • Sales Representatives and Executives seeking to enhance their selling skills with a focus on value rather than price.
  • Sales Managers and Directors looking to implement a value based selling strategy within their teams.
  • Business Development Professionals aiming to improve their sales process and increase conversion rates.
  • Marketing Professionals seeking to align their messaging with the sales team’s value based approach.

The Value Based Selling training program is designed to run for 2 full days. This duration allows for an in-depth exploration of value selling frameworks, ample practice time, and personalized feedback to ensure participants can effectively apply what they have learned.

To ensure a personalized learning experience and effective participation, the group size for each session is limited to a maximum of 15 participants. This size fosters an interactive environment where attendees can engage closely with instructors and peers.

We understand that each organization has unique challenges and goals. Our program offers customization options to tailor the content and case studies to align with your industry, product or service, and specific sales challenges. This approach ensures that the training is relevant and directly applicable to your sales team’s daily activities.

  • Our Value Based Selling program is delivered through a combination of in-person workshops and virtual training sessions. This flexible approach allows us to accommodate participants from diverse locations and adapt to varying organizational needs. In-person sessions are held at convenient, professional locations, while our virtual training utilizes cutting-edge platforms to simulate a classroom experience online, ensuring high engagement and interaction.

REQUEST YOUR QUOTATION

Elevate your team’s sales performance with our Value Based Selling training. Contact us now to request a quote and transform your sales approach into one that consistently delivers value and results.

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Frequently Asked Questions

Knowledge, curiosity, confusion

What is Value Selling?

Value selling focuses on understanding and addressing the specific needs and challenges of your prospects by highlighting the unique benefits and value your product or service can offer.

How can Value Based Selling improve my sales pitch?

By integrating value based selling into your sales pitch, you can more effectively communicate the unique benefits of your product or service, making it more compelling and relevant to your prospects’ needs.

How can Value Based Selling improve my sales pitch?

By integrating value based selling into your sales pitch, you can more effectively communicate the unique benefits of your product or service, making it more compelling and relevant to your prospects’ needs.

Can Value Selling be applied to any product or service?

Yes, value selling can be applied universally across all industries. It emphasizes tailoring your approach to highlight how your product or service uniquely meets the specific needs and adds value to your prospects.

What is the core principle of Value Based Selling?

The core principle of value based selling is to prioritize the customer’s needs and values, offering solutions that directly address their challenges and goals, thereby building trust and demonstrating the intrinsic value of your offering.

How does the Value Based Selling framework differ from traditional sales methods?

Unlike traditional sales methods that often focus on the features and benefits of a product or service, the value based selling framework emphasizes understanding the customer’s needs and presenting your offering as the solution to their specific challenges.

How does the Value Based Selling framework differ from traditional sales methods?

Unlike traditional sales methods that often focus on the features and benefits of a product or service, the value based selling framework emphasizes understanding the customer’s needs and presenting your offering as the solution to their specific challenges.

your prospect

How can I implement Value Based Selling strategies with my sales team?

Implementing value based selling strategies involves training your sales team to adopt a consultative approach, focusing on active listening, understanding the customer’s business, and articulating the value of your solution in terms of its impact on their operations.

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