Value Selling 

Next batch start date to be announced



How has Sales changed? Seasoned Sales Pro's will tell you, Sales has changed like never before. Yet, its core remains what it was. Our sales media have changed... 'face to face' is now 'screen to screen'. The buying behaviors of Customers have changed... the need to consult a sales person 'early' in the sales process has shifted to 'much much later'. What hasn't changed is the buyers quest for Value. How do Sales People demonstrate and deliver value in the 'digital' world? What are the winning sales behaviors, of the new world? Learn these from the Mercuri India Consultant Trainer, who excels in 'virtual selling' on a 'day-to-day' basis.  Happy Value Selling!

Course Objectives

Understanding the structured selling process  | Practice selling skills vital to succeed in Face to Face, Screen to Screen & Telephone Selling | Recognizing the nuances of selling as a science | Building and using a tangible value proposition to sell value |  Developing the Virtual Sales Technique and Persona

Selling – Selling – An art or a science? The structured process of Pre- Selling, Selling & Post Selling

Pre-Selling - the 5 elements

  1. Positioning
  2. Shaping the scope of Customer needs
  3. Steering the business conversations
  4. Recognizing the value proposition
  5. Influencing customer’s mind set

Selling: Value Selling

  1. Value perception of Customer
  2. Recognizing value from the different parts of decision making unit
  3. Tangibilising the value proposition value proposition
    • Product value, service value, image value- business value
  4. Presenting impact fully the business value
  5. Challenging the customer perception impact fully
  6. Articulating the cost of ‘not buying’ or ‘delaying’
  7. Resistance management - Objection Handling
    • Preparing for customer resistance pre handling resistance
    • The six step process of handling objections / resistance
    • Handling own resistance to price, the psychological aspects of price selling
  8. Creating and articulating the compelling ’why us’ proposition to effective sales closing
  9. The sales behaviour of a winning sales person. - Selling skills that matter.
  10. 15 steps to sales success

3 Steps of the course | Entirely instructor led and virtually delivered

With classes delivered virtually, you learn from where you are!

1 Before arriving for the course

  • A case analysis
  • A set of readouts
  • A self assessment on own capability of Value Selling on a set of clearly defined parameters

2 During the course

  • Concepts, tools, application - Selling Skills , Sales Process
  • Individual Action Plan
  • A Value Selling opportunity mapping plan

3 After the course

  • A certification test within 10 days at the end of the course
  • Complimentary access to one recorded useful selling skills webcast & 3 useful sales skills podcasts
  • A 30 minutes Individual Virtual Coaching/ & certifying towards ‘VALUE SELLING – PROCESS, SKILLS AND ORIENTATION’

Who should attend

Sales Engineers, Sales Executives, anyone involved in Selling, in B2B & B2C environments

How this course benefits participants

Developing the Virtual Sales Technique and Persona

Use of Platforms and Tools

Precision, Purpose and Positioning

Seven key Virtual Selling Skills 


Thank you for your interest in Mercuri India Sales Academy – Virtual - VMISA.  When you opt for VMISA, you get the best Instructor Led Online Sales Training experience, without the hassles of travel, and the compulsion of having to absent oneself from day to day sales activity.

VMISA Courses are scheduled on a demand basis. Course schedules are announced as and when we have sufficient nominations for an effective sales learning experience.  Please fill in the nomination form in the link below, with details of people you want to nominate.  We will get back to you to schedule a course that suits our mutual convenience. Let's make sales happen!

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