Ever heard the phrase ‘don’t take my word for it’, how can you deliver this to your prospects and renewal clients? This session explores ways you can demonstrate the value your solution offers; we also give some nuances and ideas based on you in the audience telling us the sectors you represent.
To understand where Proof of Value sits within the Sales Process, what proof tools are available and how to use them within the sales meeting
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"Spin Selling" is a sales methodology developed by Neil Rackham in the 1980s. The methodology is based on extensive research into what distinguishes successful salespeople from less successful ones. Rackham and his team analysed over 35,000 sales calls across a wide range of industries and found that the most successful salespeople tended to ask more questions than their less successful counterparts.
"Selling Value: Key Principles of Value-Based Selling" by Don Hutson is a comprehensive guide that delves into the principles and strategies of value-based selling. In this book, Hutson provides readers with practical insights and actionable techniques to effectively communicate and deliver value to customers in sales interactions. Through a combination of theory, real-world examples, and step-by-step guidance, Hutson equips sales professionals with the tools they need to differentiate themselves from competitors and win more business by focusing on value.
"Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price" by Tom Reilly is a comprehensive guide that revolutionises traditional sales techniques by shifting the focus from price to value. Reilly argues that in today's competitive market, selling solely based on price is a losing proposition, and instead, sales professionals should concentrate on communicating and delivering unique value propositions to their customers. Through a combination of theory, practical examples, and actionable strategies, Reilly equips readers with the tools they need to become value-added sellers.
Objective: This session will explore ways to help you become stronger and more effective negotiators both with your colleagues and...
The objective of cross-selling can be to either increase the income derived from the client or to protect the relationship with the...
The Challenger sales model and methodology is built around a sales process that focuses on teaching, tailoring and taking control of...
Ever heard the phrase ‘don’t take my word for it’, how can you deliver this to your prospects and renewal clients?...
This session looks at methods to subtly qualify your decision maker to either genuinely be the 'sole yes person' or an influencer...
How do we demonstrate the value of our offering is better than either doing nothing, or that of our competition? This session gives...
If only our customers could be for life! But the reality is, since the moment your prospect turned in to a paying client, their assessment...
This session is 1 minute long. Closing is easy - just ask for the business... but the remaining 59 minutes is spent on the build up...