Driving Up the Value of Your Products and Solutions One conversation at a Time

Duration: 47mins

Learning objective: To construct impactful sales questions which will enable you to position the value of your product or solution and close more opportunities. (see the Resources tab above for the slide deck):

Credit CPDEx:1.0

Tag(s) Business, Leadership, English, Level 4, Level 5, Level 6, Inside Sales, Field Sales (territory or product focused), Sales Manager (first line), Collaboration and Relationships, Coaching and Mentoring, Finding & Qualifying Opportunities, Team Performance, Digital Skills, Governance and Risk, L4B4, L4C6, L4C8, L4B1, L4B2, L4B7, L4C1, L4L3, L5L3, L6B1, L6B2, L6C1, L6C3, L6L2, L6L4

Driving Up the Value of Your Products and Solutions One conversation at a Time

Description

Recommended audience

All sales professionals
Anyone who is discussing value with customer and prospects
Sales and Customer Success Leaders

Type of audience

UK and International

Description

For most sales teams, truly differentiating their company and products is a major challenge.

In this webinar, PJ Nisbet of ValueSelling Associates, will explain a simple process to enable sales people to position the real value of their products and solutions using the remarkable ValueSelling Framework®

He will highlight the six fundamental principles of sales and demonstrate how they can be used to structure effective sales conversations.

PJ will elaborate on the ValuePrompter®, a simple conversational guide, which covers every component of a successful sales conversation. He will explain how to construct a series of well-crafted questions to differentiate and highlight real value to your prospects and clients.

Key takeaways

Understand how to articulate the value of your product or solution.
How to win in a competitive situation when you are losing the deal.
How top sales people practically apply the ValueSelling process.

CPD Points

CPD Points: One

Presenter

PJ Nisbet FF.ISP, Managing Director of ValueSelling

PJ Nisbet is the Managing Director of ValueSelling in EMEA and has worked in sales performance improvement training and consultancy for the last ten years. During this time, he has trained more than 8000 sales professionals in over 35 countries. He is a Founding Fellow of the Institute of Sales Professionals (ISP) and plays an active role in the London Chapter of the Inside Sales Association (AA-ISP).

ValueSelling Associates, a leading global sales training company, offers a practical methodology for selling on value, not price. The ValueSelling Framework® is a proven formula that simplifies the complex B2B sale, and the Vortex Prospecting™ programme provides a repeatable process that increases connections and conversations to the revenue pipeline. Once trained on the ValueSelling method, organisations grow revenue and increase productivity. Since 1991, thousands of professionals around the world have chosen ValueSelling Associates for customised training, reinforcement and consulting to drive sales results.