Value Selling: Maximizing Deal Size Through Strategic Sales Approaches

Day 1: Fundamentals of Value Selling

• Understanding value selling vs. price-based selling.

• The psychology of buying decisions and business impact.

• Identifying customer pain points and linking them to solutions.

• The value proposition framework: Moving beyond features and price.

• Workshop: Building a compelling value statement for a key customer.

Day 2: Consultative Selling & Customer-Centric Conversations

• The shift from selling to consulting: Becoming a trusted advisor.

• Active listening and powerful questioning techniques to uncover needs.

• Understanding business drivers and financial metrics in decision-making.

• Crafting personalized value-driven sales pitches.

• Role-Playing Exercise: Engaging in a consultative sales conversation.

Day 3: Positioning Value & Competitive Differentiation

• Techniques to differentiate solutions based on ROI and business benefits.

• The TCO (Total Cost of Ownership) & ROI model for value justification.

• Handling price objections by reinforcing value and impact.

• Leveraging case studies and success stories to strengthen sales pitches.

• Interactive Session: Creating a competitive differentiation strategy.

Day 4: Overcoming Objections & Negotiation Strategies

• Common objections in high-value sales and how to address them.

• Using data-driven arguments to justify higher deal value.

• Emotional intelligence in sales negotiations.

• Building long-term relationships and securing multi-year deals.

• Workshop: Live sales negotiation simulation.

Day 5: Closing the Deal & Sustaining Value Relationships

• Strategies for closing high-value deals with confidence.

• The art of persuasion and finalizing agreements.

• Post-sale engagement and value reinforcement.

• Measuring success: Tracking deal profitability and customer satisfaction.

• Final Case Study: Developing a value-selling strategy for a real-world scenario.