Differentiating Value

Course Details

When you understand your value proposition, you are able to ask your client questions to ascertain whether your particular value meets their needs. You may feel that your particular point of difference will be of benefit to your clients, but how can you discuss it with them in a way that they feel it?

In this course you will learn how to identify your particular value differentiation, how it benefits your client and how to position your value proposition in your sales conversations.

What You’ll Learn

  • Explain the term ‘Value Proposition’ and how to integrate emotional buying reasons into the way your team build value in their sales conversations.
  • Identify the best time during a conversation to position the solution and value proposition.
  • Identify what your team’s value proposition is (from a client’s perspective) and position value so they can feel it.
  • Avoid ‘declining to a commodity’ when selling.

Course Duration – 40 minutes

Find out if this module will meet your training needs

This course can be customised to suit the specific needs and challenges of your team members and business. Ask us how.
Back to Sales Management Training