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Sales training

Excellence in Value Selling

Feature-based selling is dead. Help customers understand the value they get – in the context of their business and their specific needs.

Book an initial call How the training works
  • Value propositions
  • Questioning skills
  • Meeting preparation

Sound familiar?

Where value gets lost in the sale

Losing to competitors

Others articulate the benefits more effectively.

Generic value propositions

Messages that have no impact on customers’ buying behaviour.

Hard to get meetings

Customers have no time to hear what they can read on the internet.

Price pressure

Without clear competitive differentiation, price becomes the topic.

How it works

What your team learns

  1. 1

    Foundation

    From features to value

    Selling skills that move the conversation from products and functions to the value you deliver.

  2. 2

    Method

    Structured customer meetings

    Target the right people, prepare and conduct more effective first meetings.

  3. 3

    Tools

    Individual value propositions

    Formulas and tools to articulate compelling value for the specific needs of each person.

  4. 4

    Skills

    Better questions

    Deepen your understanding of the customer’s business and develop specific needs.

Your benefits

What changes for your sales team

Customers focus on what they get – not only on what they pay.

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  • Less price pressureTargeted value propositions focus customers on what they get.
  • More trustMore effective meetings and better questions help customers articulate their needs.
  • Higher hit rateMore first meetings turn into wins.
  • Higher sales productivityA library of role-specific value statements for future proposals.

Initial call

Let’s find out how your team can sell more value.

A short, no-obligation conversation about your team and goals.

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