The way that consumers and businesses buy has changed drastically over the past few years. Gone are the days of high-pressure techniques, get-it-right-now deals or complex ROI calculations. Working with today’s more informed buyer requires a bit more finesse. Selling on value and highlighting the benefits has never been more important.

At the end of this course you will be able to:

– Understand the benefits of selling on value vs ROI

– Align your sales process to the modern customer journey

– Create benefit based statements for any solution/product/service

– Verbally and visually present value during a pitch

Topics that will be covered:

– Defining and Redefining Value vs ROI

– Buyer’s Motivating Factors

– The Modern Customer Journey

– Finding the Customer Centric Benefits

– Giving a Value Based Recommendation

Who Should Enroll in this Course:

– Individuals with professional sales experience (inside or outside, B2B or B2C)

– Professionals who have been trained in a value based or consultative sales process

– Salespeople aiming to transition away from a transactional selling approach

Preparation: Current sales process self-assessment provided with registration.

Competencies: Sales Recommendations

Method: Group-Live

Course Level: Intermediate

Duration: Half Day in Person, 2 hours Live-Online