Course Name : Value Added Selling Strategies

Course Code : SLS-107

Course Duration : 2 Day(s)

Course Objectives:

To enable participants to sell more profitably, confidently, and professionally.

Expected Accomplishments:

After the course, participants will be able to:

• Understand concepts of value addition to sell more
• Understand selling long term relationships over low bids
• Improve understanding buyers need and behavioral skills
• Understand the importance of closing, commitment and follow up
• Apply appropriate Value

Who can benefit:

Staff working in product development, management as well as in sales & marketing.

Prerequisites:

nguage, plus comprehensive experience in sales of products and services

 

Course Outline:

Value Added Selling

• Understanding the Concept of Value Addition and its Benefits
• Understand Expected Need of Value Addition

How and when to plan for value addition

• Why Do we Need Value Addition?
• Golden Time for Value Addition
• Perfect Need Analysis
• Accurate Placement of the Concept
• How to offer Creative Solutions

Starting and ending the process successfully

• How to Make Ideal Presentation by Demonstrating Earnings and Cost Cutting
• Watching Your Wordings
• How to Fulfill the Commitment
• Arrange Professional Follow ups

 

Prepare Proactive strategies to avoid price conflict

• Making Good Market Analysis
• Making Good Competitive Analysis
• Making Self- Analysis
• Preparing Good Positioning Strategies

Outsmarting competitions

• How to Generate End-User Support
• Determine All Organizational Needs
• Value Added Checklist
• Bundling, Proactive Probing and Reinforcing Value

 

Delivery Method:

Instructor-led classes with exercises, case Studies and presentation , role play, Quizzes and Videotapes

Related Training:

Advance Communication Skills

Basic And Intermediate Selling Skills