- Language: English
- 145 Pages
- Published: November 2011
- Region: Global
Using Value Propositions Effectively
- 28 Minutes
- SOCA Management Consultants
This product is part of a wide range of web-based sales training courses and assessments that are an invaluable resource to anyone who needs to sell or understand how selling works.
The courses are designed to enable professional sales people to learn their craft as well as being a useful aid in many sales situations for other people who need to have an appreciation of Selling. Candidates completing the programme are equipped to:
- Prepare for sales situations and deliver sales presentations
- Sell products and services to customers
- Negotiate sales of products and services
- Manage sales relationships with customers
- Provide after-sales support.
Clients who purchase and complete all 21 modules of the training will get a certificate and membership of the ISMM. The 21 Modules can be purchased as a single item here: http://www.researchandmarkets.com/reports/2119866/online_certified_course_in_sales_and_marketing
Using Value Propositions Effectively
In this segment of the course you will learn the following:
- Learn how and why "positioning value" unlocks more doors than any other form of Selling
- Use value propositions to differentiate yourself and map your solutions to customer needs
- Create demand for the value your solutions provide in fulfilling your customers' needs
- Understand why the price argument becomes secondary when you use value propositions
- Convince customers your solution is much better at meeting their needs than your competitor's
- Appreciate that not creating demand for your specific solution means you are merely "order taking" which moves you to a commodity market and you can easily be replaced
“The pace was perfect, spoken at the right speed so I had enough time to digest the information yet fast enough to maintain interest and prevent my mind from wandering. The slides were clear and the courses contained really useful hints, put across clearly with good examples. I made a few notes for myself as I listened, which I intend to act on as a result of the courses.”
-Denise Edens, Director of Education, ISMM
"My team liked the materials and found applying them very straightforward. We considered several approaches and solutions before selecting this one and it has paid off for us not least by increasing the number of Sales conversions we are seeing."
-Maria White, Internal Sales Director, EMEA, Oracle
""E-learning has come of age; my people fit sales training into their schedules when it suits them with very little downtime from selling - it works for us!"
-Derek O'Carroll, Head of Security Business Practice EMEA, Symantec
"Our sales team really benefited a great deal from the online sales training and we coupled it with sales coaching to ensure that the messages were being correctly understood and applied"
-Carl Thompson, Senior Account Manager, The Carphone Warehouse
"They were quick to understand our sales training needs and delivered exactly what we wanted. We were impressed with the administration of accounts and the emails to sales managers that update them in real time.”
-David White, HR Director, Cables and Wireless Worldwide
“We are highly satisfied with the partnership that we've developed. You have helped us to meet our sales training objectives and shown an interest in our business that is encouraging to see.”
-Joe Edwards, Sales Director, Capgemini
"SalesTrainingOnline is excellent and delivery on the web is fantastic as our people can do the training when it suits them without having to come into the office or go to training centres. The fact that it saves selling time is the real bonus!"
-Mark Cox, Sales Manager, Verizon
"Our Sales went up 40% in the first Quarter our sales staff starting using SalesTrainingOnline. We have been delighted with the content and our people have benefited from the flexibility. We have saved numerous person-days by not having to send people away on courses and that has had a positive impact on our Sales numbers"
-Richard Alberg, Chief Executive, MyWorkSearch
"We believe this sales training initiative provides enables our entire sales force to operate more effectively. We recently embarked on an aggressive phase of organic growth, after a number of years growing principally through acquisition. The sales training has brought consistency for our sales people who have different sales backgrounds."
-Fardad Gharebaghi, Managing Director, Redtray
"I thoroughly enjoyed doing the training when I wanted and am delighted with the Certification in Sales & Marketing I received from the ISMM on completion. The courses were a good length, fitting nicely into my lunch slot!"
-Robert Fogel, Key Accounts Manager, Thomas