Value-Based Selling - Elevate Your Sales, Maximize Profits and Dominate Your Market
About This Course
Value-Based Selling - Elevate Your Sales, Maximize Profits and Dominate Your Market equips sales professionals with advanced techniques to deliver exceptional client value. This course focuses on understanding diverse customer requirements and creating tailored solutions that address both current and future business needs.
You'll learn to analyse variations in client demands across different operating environments and develop strategic feedback frameworks. Our practical approach teaches you to design customised product and service offerings that genuinely resonate with customers' unique challenges and opportunities.
The course explores how to establish effective satisfaction measurement processes aligned with critical performance indicators. You'll create comprehensive tracking systems for managing value-focused client relationships and formulate bespoke customer service plans for various account types.
We'll guide you through developing sales growth strategies that deepen existing customer relationships through value-based pricing and service enhancements. You'll evaluate product sales cycles and client profiles to maintain a profitable portfolio of accounts with appropriate oversight mechanisms.
The programme also covers advanced negotiation techniques for adapting sales messages to specific business contexts. You'll learn to assess the commercial impact of your account management activities and create improvement plans that demonstrate continuing value to your clients.
What You'll Learn
You'll master methods for measuring customer satisfaction, value demonstration approaches and negotiation techniques that preserve value in pricing discussions and adapt solutions to enhance value perception. Finally, you'll learn to assess business impact, formulate action plans, and implement strategies that deliver measurable value outcomes.
Learning Outcomes:
LO1: Analyze variation in customer needs across operating environments to develop a strategic feedback plan that establishes customer expectations for value-based sales relationships.
LO2: Design value-based product and service solutions that address current and future customer needs, producing a customization strategy document with implementation timeline.
LO3: Develop satisfaction measurement processes aligned with key performance indicators, creating a comprehensive tracking system for value-based client relationships.
LO4: Formulate a customized customer service plan that applies organizational relationship management approaches to address specific client needs in various account types.
LO5: Devise sales growth strategies that broaden and deepen customer relationships through value-based pricing and service enhancement opportunities.
LO6: Evaluate product sales cycles and client profiles to manage a viable portfolio of accounts, producing a performance oversight plan with profitability projections.
LO7: Apply effective negotiation techniques to adapt sales messages and solutions to specific customer business contexts, creating a value-focused negotiation strategy.
LO8: Evaluate the business impact of account management activities to formulate value-based action plans, producing assessment reports with continuous improvement recommendations.
Entry Requirements
• 21 years and above
• At least one month work experience in a sales capacity
• Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace Numeracy Level 5
• At least a diploma or equivalent