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Sales Skills
Business
Sales
Value Centric Selling - How to Sell on Value, Not Price
Stop giving away discounts or lowering your price! Learn how to sell the value of what your offering!
4.5
(1894)
6744 enrolled on this course
Last updated 11/2021
Victor Antonio
Description
This course is about how to sell the value of your product or service using quantifiable numbers so you can prove, in financial terms, how you can help your client.
There are 34 videos and a 54 page workbook so that you can follow along.
There are 9 modules and each module builds on the previous video.
Who this course is for:
Salespeople who have to sell a product that requires multiple approvals.
What you'll learn
Learn how to quantify the financial value of selling your product or service
Requirements
- You will need a copy of Adobe XD 2019 or above. A free trial can be downloaded from Adobe.
- No previous design experience is needed.
- No previous Adobe XD skills are needed.
Course Content
27 sections • 95 lectures
Expand All Sections
1.1-Shift in Selling
1.2-Sales Philosophy 2.0
1.3-Value Impact: The Ball Example
2.1-Product Description
2.2-Feature-Benefit Product Inventory
3.1-Who is Your Target Market?
3.2-Buyer Types
3.3-Data-Mining
4.1-Sales Process
4.2-Buying Process
5.1-Sales Scenario Description
6.1-Section Review
7.1-Client Mindset
7.2-Client's Economic Mindset
7.3-Value Centric Sales Model
8.1-Sales Proof Tools
8.2-Insight & Example
8.3-Types of Insight
9.1-Section Review
10.1-Anticipate Objections
10.2-Blocking Objections
10.3-Blocking Objection (Bonus Example)
11.1-Sales Process - Presentation Phase
11.2-Sales Narrative & Key Messages
11.3-Presentation Inventory
11.4-Presentation Sequence
11.5-Presentation Slide Layout
12.1-ROI Sales Scenario
12.2-Isolating Client Issues
12.3-Example: ROI Critical Issue #1
12.4-Example: ROI Critical Issue #2
12.5-Example: ROI Critical Issue #3
12.6-ROI Calculations
12.7-Five (5) Reasons clients Don't Buy
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