Training

Value Selling (Consultative sales)

Duration:1 day, 8 hoursProvider:Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:RussianCoach:Dmitry Tarasov
Dmitry Tarasov Dmitry Tarasov

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages

Main goal:
To encourage to use Value Selling as a competitive advantage of the Company and Manager

Advantages:

  • To give Behavior Sales Tools for Sales strategy adjusting.
  • To define the balance between Value Selling and Negotiation transparency.
  • To understand why Value Selling let us meet client interests and win.

Training program
Sales culture
• Products and services
• Marketing communications
• Behavior-Attitude-Interests

Behavior as competitive edge
• DISC Behavior Model
• Reactions management:
         Rejection
         Indifference
         Doubt
         Objection
         Agreement
• DISC: nature and business roles
• DISC: reactions management
• “Behavioral Sales”
• How to adjust the Sales style

Value selling
• Behavior-Attitude-Interests
• Position and Interests
• Product/Service or Value selling?
• How & Why to sell Value?
• Value selling Practice

Magic pill

Methodology of training delivery
Through interactive Case with lots of activities.