Value Selling * F A Q * Dennis Miller * Roger M. Grimes * About Our Logo * Selling Skills * Value Selling In A Competitive Marketplace * Major AccountManagement * ContemporarySales Management * Articles

VALUE SELLING IN A COMPETITIVE MARKETPLACE Who should attend This workshop is designed for experienced salespeople who are handling their own accounts.  Their goals should be to increase sales and profit margins as well. Conceptual Description There are three major modules in Value Selling.  1) Positioning our companyas the customers preferred supplier 2) Determininghow much price differential we can justify to ourselves and the customer 3) Development and implementation of a strategy to obtain the premiums when the customer would prefer we met the lowest bid price in the market.   Specific skill areas covered are as follows : *How to identify the true decision  maker *How to determine our best features / benefits *How to quantify those benefits in economic  terms to the client *How to write favorable specifications *How to prepare a proper quotation *How to determine what price to quote *How to deliver the quote *How to deal with the purchasing specialist *How to determine our company`s negotiation limits *How to determine if we are the preferred vendor *How to add value to maximize the selling price *How to foster a spirit of compromise without making large concessions *How to use your technical people effectively *How to close the deal in a win / win environment *How to walk away and be in a better position next time *How to anticipate and understand the buyers negotiations strategy *How to learn where we stand relative to competition *How to determine when not to negotiate *How to effectively use your client .“coaches”

Process This workshop is a combination of lecture, workshop and practice sessions using live client cases to maximize the payoff on the training dollar.

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