Mastering the Value Challenge
Provider Axia Value Solutions
Course description
If you are a Sales Director or Sales V.P. this is the programme for you and your team.
The Value Mastery programme delivers proven results and makes the best use of delegates valuable time. They will leave with a fresh (or refreshed!) approach to the sale and all things value. With 4 interactive sessions and one full day face-to-face it combines everything you need into a condensed and cost effective package for your sales teams.
With outstanding feedback from everyone who has been on the programme you can rest assured your team will be ready to transform the way they sell and focus on the customer and value.
The programme address the challenges:
- Discounting to win or struggling to defend your prices
- Having product first rather than customer first sales conversations
- Struggling to communicate your value as effectively as you would like
- Not getting paid what you're worth
Instead of operating a discount default to win business, it’s time to focus on value as a way of demonstrating your capabilities and getting paid what you’re worth. Simply discounting is not the solution. Help your customers understand the value behind your product or service and align it to their value aspirations.
- Understand customer value - Gain deep insights into your customers' needs and expectations.
- Communicate value effectively - Learn to articulate the unique value you deliver to customers.
- Deliver outstanding value - Consistently provide an exceptional customer experience.
- Get paid appropriately - If you're delivering great customer value, you want to be paid what you're worth!
- Effective communication
- Sales
- Effective pricing
- Knowledge and appreciation of value
If you’re a sales director, sales VP or sales professional who is struggling to communicate your true value to customers or discounting to win, it’s time to shift your focus to the customer's needs. This programme will improve how you showcase your value and how to master the art of value-based selling to drive success to get paid what you're worth.
4 x 2-hour interactive online sessions
1 full day face-to-face session. This last session brings all the concepts together and provides the opportunity to put things into practice.
The programme puts in place a simple, structured approach to winning more business, more profitably. The overall programme is designed to be highly interactive, with opportunities for engagement and participation throughout.