Value Drive
★★★★★ 4.93/5 client satisfaction, measured by an independent auditor
In the “Value Drive” training module, participants will learn the art of value-based selling to excel in their sales performance. This training empowers commercial team members, including Sales Managers and their team members, to effectively articulate the value of their offerings. Through interactive workshops and a co-creating mindset, this training cultivates a sustainable value culture across teams, enhancing their sales performance and customer relationships. Participants will develop essential skills and techniques to communicate value, overcome obstacles, and achieve outstanding results in their sales conversations.
The order is what matters. As long as the value is not established in the client’s mind, any discussion about price turns into a discussion about discount. Value Drive lays that foundation, and negotiation, account management and prospecting all start from there.
Value Drive is the entry point. Here is what comes next.
This module is one of the building blocks of the Sales Transformation Program, the programme that applies it for six months on your live opportunities and negotiations.
Participants will delve into the essential components that make selling pitches compelling and effective. They will gain insights into the art of value articulation and discover key ingredients that enhance their ability to communicate the unique value of their products or services.
Participants will learn valuable methods from various industries that enable them to quantify the value of their offerings. By making value tangible, they can engage in more impactful conversations with customers, showcasing the concrete benefits and return on investment.
We will emphasize crucial skills that are vital for successful sales conversations. Through team exercises and roleplays, participants will practice active listening, effective questioning techniques, and objection handling to build more engaging and persuasive interactions with potential clients.
Understanding the psychology behind customer decision-making is fundamental to influencing their choices. Participants will explore the principles of persuasion and cognitive biases that affect customer behavior. Armed with this knowledge, they can enhance their convincing skills and effectively navigate through sales conversations.
Mastering the synchronization of buying and selling cycles is critical for commercial success. Participants will learn how to align their sales processes with the customer’s buying journey, ensuring a smoother and more efficient experience. They will also develop comprehensive commercial toolkits that encompass value articulation, proposal techniques, objection handling, and closing strategies. Applying these methods to real-life scenarios through roleplays and soundboarding will prepare participants for upcoming situations, enhancing their overall sales performance.
By quantifying it for that particular client, and by starting from their real problem rather than from our offer. Today, the pitch is often the same for everyone, and the link between what the client is living and what we really have to bring them is never made explicit. The module works on preparing conversations, a real guiding thread, pitches that hold up, and the AI tools to sell better and at a higher price. For that reflex to hold, what worked has to be capitalised on rather than reinvented by each person. This is what we call the gearing: your people, your processes, your methods and your tools driving each other, with as little friction as possible. We work on this part separately, in advisory, before the training or after.
By quantifying what your offer brings them, rather than defending what it costs. A price gets discussed; a quantified value, in the client’s own figures, gets compared. The module teaches how to quantify value for that particular client, make it the guiding thread of the conversation, and align your sales cycle with their buying cycle so that value is established before price reaches the table.
By no longer selling the product. When everyone has the same thing at the same price, the difference is made on understanding the client’s problem, on real personalisation of the answer, and on the quality of the conversation that connects the two. The module works on those three things: a pitch that starts from the real problem, a preparation that links what the client is living with what you have to offer, and the AI tools to do it at every meeting, not only for major accounts.
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Valorize your team's potential and unlock their true potential. Contact us to schedule your transformative training.