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Close
Group
For Whom
  • Sales Engineers
  • Sales Executives with more than 4 years of experience
At the end of the programme the participant would have learnt
  • The framework to Research customer and their needs
  • How to use the FOCA technique in all conversations
  • Arriving at different value propositions
  • Converting the value into a compelling business story and sell value
RESEARCH
01

AnalyzeCustomer Situation IdentifyBuying Reasons Tune In
with Your Customer
INVENT
02

DevelopValue Proposition Compareto Competitors Quantify
the Value
SHOW
03

PrepareBusiness Proposal PositionYour Solution Present
to Decision-Makers
ENGAGE
04

ObtainCustomer Commitment BuildRelationships Define
Goals and Outcomes
fast-forward-solid
BEFORE THE PROGRAMME A readout to get ready for the programme
AFTER THE PROGRAMME A 20 min ONE on ONE coaching
fast-forward-solid
Understanding Value Based Selling
  • The RISE process
  • Differentiated selling
  • Empathy projection test
  • Analyzing opportunities and case preparation
Research - Part 1
  • The FOCA technique
  • Discovering your client's goals and motivation
Research - Part 2
  • Understanding your client's needs
  • Asking questions
  • Need discovery
Invent your Value Proposition
  • The power of value
  • Getting to know the different levels of communication
  • The value chain and competitive advantage
Show your Value Proposition
  • The value story
  • Using storytelling to engage your audience
  • Argumentation
Engage your Customers
  • Dealing with Clients' Objections
  • How to be assertive in difficult situations
  • Handling price and non price objections
Conversation
"Value is contextual and varies
from
person to person"