This is a short course presentation of sales skills. Selling value instead of price will help you to increase revenues and move from eroding pricing discussions

1. Sales skills and techniques
Selling value instead
of price
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2. Intro, welcome
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 Hello, Amaro Araujo here. welcome to this short session of “Selling
value instead of price” course.
 This is a quick overview of a longer version, with the crucial points on
every topic.

3. Topics
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 What is Value?
 Levels of Perceived Value
 Concept of Value Selling
 Ask value selling questions
 Why Value Selling Falls Short
 What You Can Do About It  Value Exchange
 Presenting a solution

4. What is value?
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 Which baby powder will you buy? Why?
 Brainstorm -even if only to yourself- to understand why are we attracted to one
side or the other. Notice that the price isn’t the main driver of that choice
(depending in the items, goods or services we’re talking about)

5. Levels of perceived value
Differ by company and customers
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6. Concept of value selling
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Value Selling is an important sales technique that relies on
building on the inherent value of a product or service.

7. Concept of value selling
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8. Asking Value selling questions
being well prepared
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9. Asking value selling questions
by building rapport and trust
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10. http://amaroaraujo.com
Why value selling falls short
Not clear definition of objectives

11. http://amaroaraujo.com
What can you do about it-
Value exchange

12. http://amaroaraujo.com
Appropriate concessions

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Presenting a solution to a customer
Summarizing the solution

14. Chapter: final last words
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 Any book, training or learning session is worthless if you don’t put it into practice.
 As in any other area of life, you must keep developing yourself.
 This is a “light” version of this module, for a more in depth version feel free to get in
touch.
 Becoming an expert sales rep requires time, dedication, education and persistence,
it’s not like acquiring a magic wand and you’re done.
 Don’t push, pull.
 People don’t want to be sold something. They want to think they bought something.

15. http://amaroaraujo.com
 You can find me here:
 My website/blog: http://amaroaraujo.com/
 Linkedin: www.linkedin.com/in/amaroaraujo
 Twitter: https://twitter.com/AmaroAlive
 My book in Amazon: https://www.amazon.com/Sale is my passion
 My Youtube channel:
https://www.youtube.com/c/AmaroAraujoInternationalsalesexecutive
 My email address: amaro@amaroaraujo.com
Stay tuned for future topics
Chapter: Follow me @

16. Selling value instead of price
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Goodbye, see you soon