The Power of Resilience

NEWMISA 2017 ebrochure

Value Selling
Course Objectives
Understanding the structured process of Selling | Recognizing the nuances of Selling as a science | Building and using a tangible value proposition to sell value
Course Coverage

Selling – An art or a science
The structured process of Pre-selling, Selling and Post Selling

Pre-Selling – the 5 elements
  • Positioning
  • Shaping the scope of customer needs
  • Steering the business conversation
  • Recognizing the value proposition
  • Influencing customer’s mindset
Selling : Selling Value
  • Value perception of customer
  • Recognizing value from the different parts of DMU (Decision Making Unit)
  • Tangibilizing the value proposition
  • Product value, service value, image value – business value
    • Presenting impactfully the business value
  • Challenging the Customer perception impactfully
  • Articulating the cost of 'not buying' or 'delaying'
  • The resistance management
    • Preparing for Customer resistance
      Pre handling resistance
    • The six step process of handling resistance
    • Handling own resistance to price – the psychological aspects of price management
  • Creating and articulating the compelling ‘why us’ proposition to close
  • The sales behaviour of a winning sales person
3 Steps of the course
1 Before arriving for the course
  • A case analysis
  • A set of readouts
  • A self-assessment on current capability of value selling
2 During the course
  • Concepts, tools, application
  • A certification test at the end of the course
  • Individual Action Plan
  • A value selling opportunity mapping plan
3 4-6 weeks after the course
  • A one hour telephone / Skype review
  • Reinforcing learning of value selling skills
  • Marking of the test results and certifying towards

MISA COURSES are run by experienced Consultants of Mercuri India, who practice what they teach, as they work with discerning Clients across varied industries & geographies. Every Mercuri Consultant wears 3 hats – A Salesperson, a Trainer & a Consultant. So, when you choose Mercuri India as your partner in Learning & Development, your people learn timeless concepts & skills that work in the real world, to accelerate their performance & grow with you. Read more about MISA Open Courses that 'Take your Sales to a Higher Level'