Positioning the Business Value of Your Solution

Using business impact to propel sales success

Course Description

Customers don't care nearly as much about what your product does as they do about what it will do for them. The key to consultative selling is to identify some thing of value that your product or service can provide to the customer and position your offering's operational, financial or emotional value to the customer. The market is filled with sales training classes that teach consultative selling, solution selling, customer-oriented selling or many other selling orientations. The key to improved sales performance is not the nuances of all of these similar courses, but rather the changed behavior that results from completion of the course.

This workshop is focused on changing sales behavior to focus on creating a compelling reason for the customer to buy and positioning your offering as the enabler of that positive business impact. The interactive activities and exercises used in the workshop serve as the starting point for a change in sales behavior. Templates, tools and job aids used in the activities are valuable in post-workshop behavior reinforcement.

Learning Objectives

As a result of successful completion of this one-day workshop participants are expected to:

• Identify business processes and factors critical to the customer's success.
• Use detailed qualification criteria to determine the chances of sales success, manage data collection and gauge customer interaction.
• Align offerings with process improvements or critical success factors to create positive business impact.
• Understand the elements of a compelling business case that can be used as a motivating buying tool for your offering.
• Negotiate the close from a position of strength based on acknowledged business value.

Course Details

• Length: 1 day
• Audience: Sales professionals and sales managers
• Optimum Class Size: 16
• Prerequisites: Some experience in business-to-business sales of a product or service