Value based selling
Customers now expect more than just a great product – they expect solutions to their business challenges. Value based selling shifts focus from the product to the customer and helps sales teams stay competitive and relevant by getting the message across clearly and convincingly.
Sell value – not products: traditional sales approaches are no longer enough as customers want salespeople who understand their business objectives and can help them achieve their goals. Value based selling training provides solutions to meet these needs.
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Interested? Read through the product sheet! Whether you’re interested in one topic or path, or several – we make sure your training fits your and your organizations needs.
Delivery format
Digital modules in combination with face-to-face or virtual classroom.
Interactive content, videos, exercises, questionnaires, downloadable documents, and open forums to connect with the community. All materials are compatible with laptops, tablets, and smartphones.
Case study
ABB used value based selling to overcome challenges in operating across 100+ countries. Mercuri’s training program was successful by providing engaging and practical content aligned with real-world roles, which generated a sense of progress and accomplishment for sales teams by focusing on the value they bring to customers.
Checklist
Compete on value – not price. Differentiate yourself from competitors and create long-lasting relationships with your clients. Find in this checklist which types of value your customers are looking for and which value you could contribute to your customers.
Program overview
- Relevant scenario
Trainers apply and conduct roleplays based on case studies, fictitious but relevant to the participants’ specific business situation - Real business cases
Learners use their real cases to apply the method in their daily business life - Coaching by management
Managers are trained to coach their teams on applying vbs - Strategic planning
Content and activities are customized to address the business goals and challenges of your organization - Hybrid learning
To address the needs and learning styles of each learner, different formats such as face-to-face, virtual, and digital, are applied in the most effective way to develop an ongoing learning experience - Ongoing assessment
Learner’s progress is constantly monitored both in terms of improved skills and business results - Monitoring and feedback
To measure the impact on your business performance
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Whatever the challenge, Mercuri International has a learning path for you. Browse through our other learning paths that brings training to wherever your are and when it fits you. Need a customized solution? Contact us to make it happen!
