beijing@b2binternational.com | +86 (0)10 6515 6642

"B2B are easy to work with. They provide good presentations, pulling out key threads of the research and so giving us the right type and quantity of information required."

Mitel Networks

Value-Based Selling

A three day workshop to learn and apply the principles of the Value-Based Selling.

• Who is the customer?

• Understand the customer

• Customer needs and value drivers

• Personality types

• Communication channels

• Sales motivators: psychological needs

• Building effective sales arguments

• Differentiating your offer

• Positioning against competition

• Selling against competition

• Power of choice

• The 4 R's of differentiation

• How to deal with customers' objections

• Salespeople are human too .

• How not to sabotage your own sales

Who should attend?

Commercial, Sales and KAM Managers wishing to increase sales, profitability and customer loyalty through selling and managing customers more effectively with different types of customers. 

What will I learn?

You will learn how to manage productive interaction with your customers; How to assess quickly your clients' needs and value drivers; How to recognise their psychological needs and their sales motivators; How to respond to customers with a value offering; How to handle customers' objections; How to negotiate and sell effectively; How to position and differentiate your offering.

Discover the power and impact of successful, professional selling through the skillful application of the Value-Based Selling Model.

Key Values:

1. Increased sales and increased profitability
2. More effective interaction and communication with customers
3. Higher rate of satisfied customers
4. Higher customer retention rates and increased customer loyalty
5. More motivated sales people

select language: english |

Beijing: Moscow: London: New York: January 07, 2009