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Value Based Selling Training Overview
Value Based Selling Training Course Outline
Module 1: Value-Based Selling
- What is Value-Based Selling?
- Principles of Value-Based Selling Methodology
- Value-Based Selling Process and Techniques
- Differences and Similarities Between Value-Based Selling and Value-Added Selling
Module 2: Value-Added Selling Philosophy
- Real Meaning of Value
- Value ADD-ITUDE
- Customer-Focused Value
- Seller-Focused Value
- Value-Added Selling
- Characteristics of Value-Added Salespeople
- Price Facts
Module 3: Critical Buying Path, Value-Added Sales Process, and Customer Messaging
- Paradigms of Buying
- Critical Buying Path in Value-Added Selling
- Value-Added Sales Process and its Strategic Overview
- Customer Messaging
- Value Added
Module 4: High-Value Target Account Selection and Target Penetration
- Power of Discernment
- Strategic Focus: Developing Market Savviness
- Tactical Focus: Targeting Specific Accounts
- Awareness of Your Profit Piranhas
- Account Penetration Rules
- Level I, II, and III Decision Makers
- How to Talk Like a Level I, II, or III Decision Maker?
Module 5: Value-Added Selling Strategies
- Customerising – as a Process
- Positioning – Seller's Position in Buyers' Mind
- Differentiating –Definable and Defendable Differences as a Seller
- Presenting – Personalising Your Message and Maximise Perceived Value
- Supporting – Supporting Strategies with Process and People Support
- Relationship Building – Cornerstone of Value-Added Selling
- Principles of Relationship Building
- Tinkering – Responding to Your Customers in their Doubts
- How is Tinkering Done?
- Value Reinforcement – Vital Components of Customer-Messaging Campaign
- Leveraging – Strategy for Maximising, Optimising, and Multiplying Efforts
Module 6: Value-Added Selling Tactics
- Canvassing –Process of Identifying New Sources of Business
- Getting Appointments – Four-Step Method for Getting Appointments
- Pre-Call Planning - Planning Your Sales Call
- Opening Stage – Impact Opening of Sales Call
- Needs-Analysis Stage – Analysing Buyer's Needs to Sell Added Value
- Presentation Stage – Selling Three Dimensions of Value
- Commitment Stage (Closing) – Closing Sales on Right Time
- Handling Objections – Elaborated Ways to Respond to Price Objections
- Post-Call Activities – Conducting Post-Call Review
Who should attend this Value Based Selling Training Course?
Our Value Based Selling Course is designed to equip delegates with the skills and strategies necessary to excel in the art of selling by focusing on delivering value and addressing the specific needs of customers. This Sales Course is especially beneficial for the following professionals:
- Sales Professionals
- Business Development Managers
- Team Leaders
- Freelancers and Consultants
- Entrepreneurs and Business Owners
- Product Managers
- Sales Managers
Prerequisites of the Value Based Selling Training Course
There are no formal prerequisites for this Value Based Sales Course. However, a basic understanding of relationship building, sales pitching, and strong communication skills would be beneficial for the delegates.
Value Based Selling Training Course Overview
Value Based Selling can be described as the method of understanding and strengthening reasons why an offer is valuable to a prospective client or customer. In the Value-Based Selling approach, the clients become the centre of focus. It concentrates on the product or service that provides value to the customer.
Value Based Selling is used to satisfy clients or customers and presents a buying situation to them where the clients are more focused on realising the benefits than the price. It enables sellers to close transactions frequently with better profit margins successfully and saves time that can then be dedicated to more customers. This course is beneficial for Sales Professionals, Sales Managers, and Team Leaders.
In this 1-day Value Based Selling Training Course by The Knowledge Academy, delegates get a comprehensive understanding of Value-based Selling, the real meaning of value, the seller focused value, the Value-Added Selling philosophy, and the characteristics of a value salesperson. In this Value Based Sales Training Course, they learn to accumulate the knowledge of the value-added sales process in detail, to capture the right clientele.
Course Objectives
- To accumulate the knowledge of value-added selling philosophy
- To learn the characteristics of a value-added salesperson
- To understand the process of developing market savviness
- To learn to present and personalise messages to maximise the perceived value
- To get familiar with vital components of the customer-messaging campaign
Completing the Value Based Selling Training Course equips delegates with the essential knowledge and skills to prioritise customer satisfaction, close deals more effectively with improved profit margins, and unlock numerous career advancement opportunities in their profession with a higher income potential.
What’s included in this Value Based Selling Training?
- World-Class Training Sessions from Experienced Instructors
- Value Based Selling Certificate
- Digital Delegate Pack
Why choose us
Ways to take this course
Experience live, interactive learning from home with The Knowledge Academy's Online Instructor-led Value Based Selling Training. Engage directly with expert instructors, mirroring the classroom schedule for a comprehensive learning journey. Enjoy the convenience of virtual learning without compromising on the quality of interaction.
Live classes
Join a scheduled class with a live instructor and other delegates.
Interactive
Engage in activities, and communicate with your trainer and peers.
Global Pool of the Best Trainers
We handpick from a global pool of expert trainers for our Online Instructor-led courses.
Expertise
With 10+ years of quality, instructor-led training, we equip professionals with lasting skills for success.
Global Reach
With classes running in all timezones, access any of our courses and course material from anywhere, anytime.
Unlock your potential with The Knowledge Academy's Value Based Selling Training, accessible anytime, anywhere on any device. Enjoy 90 days of online course access, extendable upon request, and benefit from the support of our expert trainers. Elevate your skills at your own pace with our Online Self-paced sessions.
Experience the most sought-after learning style with The Knowledge Academy's Value Based Selling Training. Available in 490+ locations across 190+ countries, our hand-picked Classroom venues offer an invaluable human touch. Immerse yourself in a comprehensive, interactive experience with our expert-led Value Based Selling Training sessions.
Highly experienced trainers
Boost your skills with our expert trainers, boasting 10+ years of real-world experience, ensuring an engaging and informative training experience
State of the art training venues
We only use the highest standard of learning facilities to make sure your experience is as comfortable and distraction-free as possible
Small class sizes
Our Classroom courses with limited class sizes foster discussions and provide a personalised, interactive learning environment
Great value for money
Achieve certification without breaking the bank. Find a lower price elsewhere? We'll match it to guarantee you the best value
Streamline large-scale training requirements with The Knowledge Academy’s In-house/Onsite Value Based Selling Training at your business premises. Experience expert-led classroom learning from the comfort of your workplace and engage professional development.
Tailored learning experience
Leverage benefits offered from a certification that fits your unique business or project needs
Maximise your training budget
Cut unnecessary costs and focus your entire budget on what really matters, the training.
Team building opportunity
Our Value Based Selling Training offers a unique chance for your team to bond and engage in discussions, enriching the learning experience beyond traditional classroom settings
Monitor employees progress
The course know-how will help you track and evaluate your employees' progression and performance with relative ease
What our customers are saying
Value Based Selling Training FAQs
Value-Based Selling is a sales approach that prioritises the unique value and benefits a product or service offers to the customer, rather than simply competing on price. This method involves understanding the customer's needs, challenges, and goals, and then aligning the product's features with those needs. This approach not only differentiates the product from competitors but also fosters stronger customer relationships based on trust and perceived value, rather than cost alone.
There are no formal prerequisites for this Value Based Sales Course. However, a basic understanding of relationship building, sales pitching, and strong communication skills would be beneficial for the delegates.
Sales Professionals, Account Managers, and Business Development Representatives aiming to enhance their selling strategies should attend this course.
Value-Based Selling is successful because it aligns the sales approach with the customer's needs, emphasising benefits and outcomes, leading to higher customer satisfaction and loyalty.
Price is the monetary cost of a product or service, while value refers to the perceived benefits and worth that the customer derives from it.
You will learn to identify customer needs, communicate value effectively, differentiate yourself from competitors, and close deals by focusing on value rather than price.
Benefits of this course include improved sales performance, enhanced customer relationships, higher deal closure rates, and the ability to sell based on value rather than just price.
This training certification aims to validate your expertise in selling based on value, demonstrating your ability to meet customer needs and drive sales success.
This course comes with a 1-day training session from experienced trainers, a digital delegate pack, and a certificate upon completion of the course.
Yes. The Knowledge Academy offers 24/7 support for delegates before, during, and after this course.
Holding this certification demonstrates your proficiency in value-based selling, making you a more attractive candidate for sales roles.
The duration of this course spans 1 day.
Sales Professionals, Account Managers, and Business Development Representatives looking to enhance their sales strategies can benefit from this certification.
The Knowledge Academy provides flexible self-paced training for these courses. Self-paced training is beneficial for individuals who have an independent learning style and wish to study at their own pace and convenience.
The course is moderately challenging and suitable for both beginners and experienced sales professionals.
After completing the Value Based Selling Course, you can expect job opportunities in roles such as Sales Representative, Account Manager, Business Development Executive, and Sales Consultant.
Yes, corporate training options are available to help organisations enhance their teams' value-based selling skills.
Should you encounter any difficulties accessing the course materials, our customer support team is available to assist and promptly resolve any issues you may encounter.
The course equips you with essential skills to sell based on value, enhancing your sales effectiveness and career prospects.
No formal qualifications are required for the Value Based Selling Training Course. However, experience in sales or customer engagement can be helpful.
Apply your skills in real-world sales scenarios, pursue advanced certifications, or focus on high-value sales opportunities to maximise your impact.
No, prior sales certification is not required, but it may enhance your understanding of the concepts covered.
No, a background in other sales courses is not necessary, though it may enhance your learning experience.
The training fees for Value Based Selling Trainingin Australia starts from AUD1895
The Knowledge Academy is the Leading global training provider for Value Based Selling Training.
Please see our Sales Training courses available in Australia
Why choose us
Best price in the industry
You won't find better value in the marketplace. If you do find a lower price, we will beat it.
Many delivery methods
Flexible delivery methods are available depending on your learning style.
High quality resources
Resources are included for a comprehensive learning experience.
"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"
Joshua Davies, Thames Water
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