Course description
Selling Your Value vs. Caving on Price
Consultative selling and positioning value are not easy. They involve a skillful approach to managing a conversation with prospects and clients, tailoring it for resonance to them. It means leading a prospect through a series of questions that allows them to self-discover a problem that they come to realize must be fixed. It involves pulling versus pushing a prospect through a sales process by focusing on important issues that matter to them.
This sales training workshop focuses on the skills necessary for salespeople to become successful at positioning themselves as a person offering value, an indispensable business partner. If you or your team need to be able to sell value as opposed to sell based on price, maximize margins instead of discounts, and compete and win more business, this virtual or in person workshop is for you.
Upcoming start dates
Training content
Tangible Benefits for participants:
- Understanding of the 12 skills that drive success in positioning Value
- Demonstration of a skillful value vs price prospect conversation
- Ability to rate your team (3+) on the 21 core sales competencies, including value, at no cost
Why choose ACTG?
28 years of data & experience developing sales people into consistent & predictable producers
4.25 year client retention rate because we grow sales revenue year over year
95% of participants surveyed rate training programs highly effective & effective
Reviews
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Anthony Cole Training Group
We Help Build Sales Organizations. Anthony Cole Training has developed a market-tested sales training approach that drives results because we work closely with business owners or sales executives, their salespeople and managers, to help them develop the language, the skills...
I appreciate the specific examples & questions. Several examples of being consultative, finding common ground, rather than sounding like a salesperson.