Selling value instead of price short version
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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
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This document provides guidance on designing an effective sales process for B2B sales. It discusses defining the customer buying process, sales stages, objectives for each stage, required actions, and tools. Examples of sales and marketing tools are given. The author recommends defining the sales process, continuously improving it, and ensuring success factors like assigning responsibility and qualifying prospects are followed. Three recommended sales tools are Hubspot Sales for email tracking, Calendly for scheduling meetings, and Wunderlist for task management.
BoSUSA22 | April Dunford | How to Craft a Product Story that Sells
The document provides guidance on crafting an effective sales narrative to help prospects choose a product over alternatives. It advises focusing the narrative on insights into what really matters to customers, mapping the alternatives, defining the perfect solution, and showing how the product delivers that solution. Examples are given of sales narratives for Help Scout and Leveljump that follow this structure, starting with insights, mapping alternatives and their pros/cons, defining the perfect world, and then positioning the company's product. Key takeaways emphasize that the narrative should answer why to pick the company over alternatives and that strong positioning is fundamental to the narrative.
How To Close A Sale
The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.
How To Close A Sale
The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.
How to Use a Value Prop on a Cold Call
The document discusses how to improve cold calls by using a value proposition to focus on the customer's needs and pain points. It provides an example of a sales call process that introduces the salesperson and company, identifies the purpose of the call and value adds, discusses product details, and sets up a follow up call. The example call focuses on understanding the customer's challenges and explaining how the SMART Sales System product can help businesses increase sales, leads, and reduce turnover through consultative selling tools and training.
Selling-skills
This document provides an overview of basic and advanced selling skills. It discusses key concepts like understanding customer needs and matching products to those needs. It also outlines the selling process from preparation to closing the sale. Specific skills discussed include active listening, overcoming objections, asking open and closed questions, and following up with customers after the sale. The goal is to help sellers understand customers, present solutions to problems, and build long-term customer relationships.
Pharma selling challenges
This document provides guidance on developing effective selling skills, from basic to advanced levels. It emphasizes the importance of understanding customer needs and focusing on benefits rather than just product features. The selling process involves preparation, building rapport, presenting solutions, overcoming objections, closing the sale, and following up for customer satisfaction. Key skills include active listening, asking open and closed questions, handling objections, suggesting additional products, and providing ongoing service. Mastering these skills can help salespeople succeed in matching customer needs and gaining sales.
Training Overview
The document discusses the importance of sales training for promoting a company's products and services. It outlines the key elements of an effective sales training course, including understanding one's sales style, planning and preparation, using selling tools, understanding the core business, presentation skills, overcoming objections, closing the sale, and follow up. The training course helps salespeople balance obtaining orders with building effective relationships by teaching techniques for each stage of the sales process.
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Selling value instead of price short version
- 1. Sales skills and techniques Selling value instead of price http://amaroaraujo.com
- 2. Intro, welcome http://amaroaraujo.com 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 http://amaroaraujo.com 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? http://amaroaraujo.com 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 http://amaroaraujo.com
- 6. Concept of value selling http://amaroaraujo.com 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 http://amaroaraujo.com
- 8. Asking Value selling questions being well prepared http://amaroaraujo.com
- 9. Asking value selling questions by building rapport and trust http://amaroaraujo.com
- 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
- 13. http://amaroaraujo.com Presenting a solution to a customer Summarizing the solution
- 14. Chapter: final last words http://amaroaraujo.com 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 http://amaroaraujo.com Goodbye, see you soon
Editor's Notes
- 07/16/96
- 07/16/96