Complete Story
12/04/2023
023. Creating Your Unique Value Proposition (morning)
Instructor: Joe Ellers
Level of Complexity: Intermediate/Advanced
9:00 AM - 1200 PM
The current competitive environment is tougher than it ever has been. The internet and constant price competition require that each business be clear on the value it offers to its customers—and prospects. During this workshop, you will have tools to help solve this equation: Real sales opportunity = Product (or service) you are selling + X. To get the right answer, you have to address several other key questions:
- What markets/customers allow us to add value?;
- What specific applications should we target?;
- What job titles should we contact?;
- What differentiates our company?;
- How do we tie the value of the vendors into the equation?;
- What differentiated value can be added by the sales professional?
During this workshop, the participants will be tasked with selecting a product or service and working through the questions so that they have a working model that can be applied throughout the organization.
Bookstore
Value-Added Selling (4th Edition)
Paul Reilly & Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.
