Value Selling

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Thought for the Day

Value Selling:

Value is not what you get,
Value is what you give

Welcome!

Thank you for coming! You will discover here, a treasure trove of insights, concepts, processes & tools.. sure to ignite a spark in taking your sales to a higher level.

All material here is drawn from our timeless classic - Mercuri India Knowledge Blocks.

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Welcome!
Team Mercuri India

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: Value Selling

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 '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

This Course has taught me to get better at comprehending Customer needs and present solutions. Have practiced listening, to accept objections instead of resisting them, and not jumping to quote price, allowing space for negotiation. Am more confident to do cold calling now – Sales Executive – Healthcare BPO

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'

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Strategic Key
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Recognizing the need and the methodology for successful account management

Managing Sales
Performance

Learning the framework to leading sales teams for short term and long term results.

High Impact presentations

Building confidence to effective communication & influencing through rigorous practice of High Impact Presentation Skills.

Social Selling

Social selling is not a fad. Sales people who use social selling have more meetings & higher chances of success.