Value-Based Selling: How to Articulate and Communicate Your Value and Unique Selling Proposition

Description

Overview

Value-based selling is an approach to sales that focuses on understanding and articulating the unique value proposition of a product or service to the customer. Instead of solely emphasizing features and price, value-based selling seeks to demonstrate how a product or service addresses the specific needs, challenges, and priorities of the customer, thereby delivering tangible value.

The Value-Based Sales Programme aims to equip you with the knowledge, skills, and mindset required to engage in customer-centric selling, focusing on delivering value throughout the sales process.

You will learn how to understand and articulate the unique value propositions of your products or services, build strong customer relationships, and create sustainable business growth.

Learning Outcomes

• Define and articulate the principles of value-based selling.
• Recognize the shift from transactional to value-driven sales approaches.
• Create tailored and persuasive value propositions that resonate with diverse customer segments.
• Identify and communicate unique selling points effectively.
• Enhance communication skills to articulate the unique value offered by products or services.
• Practice conveying value propositions clearly and persuasively.
• Apply value-based selling techniques in real-world scenarios through practical exercises and role-playing.
• Receive constructive feedback and coaching to refine value-based selling skills.

Course Outline

• Foundations of Successful Selling: Building Blocks of Effective Salesmanship: Essential Principles for Success
• Navigating the Selling Wheel: Unravelling the Sales Cycle: Understanding the Dynamics of the Selling Wheel Process
• Crafting a Strategic Product Position: Strategic Positioning for Market Success: Implementing the Product Position Framework
• Art of Making Claims in Selling: Asserting Value: Strategies for Making Compelling Claims in the Sales Process
• Backing Claims with Evidence: From Assertion to Validation: Techniques for Substantiating Claims with Evidence
• Effective Communication of Product Features: Captivating Your Prospect: Strategies for Clear and Engaging Communication of Product Features
• Highlighting Product Advantages: Leveraging Competitive Edge: Articulating and Promoting Product Advantages
• Transforming Features into Benefits: From Features to Solutions: Mastering the Art of Converting Product Features into Customer Benefits