Value Added Selling Skills

There was a time when sales was mostly a matter of delivering a compelling presentation about all the wonderful features, functions and benefits of your product, offer it at an attractive price, and reel in the customers. Times have sure changed. Your competition also offers great products at attractive prices. Discounting alone will not keep you in the game for long. What can you do to influence customers to choose you when everything else seems to be equal?

We developed our Value-Added Selling Skills seminar to help you address this very important need. The strategy behind value-added selling is pretty simple: listen and learn before you talk and sell. In this highly interactive training experience, you will learn how to ask your customers the right questions and listen to the needs and vision they express in their answers. As you gain a clearer understanding of what could truly help them achieve their goals and dreams, you can offer them solutions instead of just selling them products. When they see value in what you are offering, they will often be wiling to purchase what you are selling, even when it is not the lowest price on the table. Our outstanding sales training coaches will guide your through interactive sessions featuring role-plays, small groups, and lots of hands-on practice to help you build value-added skills you can use the very next day out in the field.

Seminar Objectives:

Participants in the Value-Added Selling Skills seminar will:

• Learn to offer other key benefits found in long-term relationships rather than simply cutting prices
• Learn to interview clients and ask insightful questions instead of “pushing products”
• Learn to understand the needs and attitudes of different buyer types
• Understand how to differentiate your product/service and company in a competitive selling environment
• Learn ten (10) closing techniques and when to use them
• Be able to recognize opportunities to add value to the client’s business
• Develop interview skills that can aid in building the right strategy to help clients develop a competitive edge in their own markets
• Learn how to offer creative solutions and options
• Learn how to use post-sales measurement tools
• Acquire a broad understanding of the face-to-face Value-Added Selling process
• Understand when and why buyers buy
• Become a superb listener