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Developing
Value-Added Solutions

This sales workshop will help sales teams discover what customers really need — helping build creditability and trust, so prospects embrace their value‑added solutions.

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How do sales reps “sell value” when it seems like every customer perceives value differently? Some prospects define value as “getting the lowest price.” Whereas, a manager or C‑level executive may define it by the degree of quality or impact on the bottom line.

The first step in developing a value solution is helping customers understand the financial implications (“dollarize”) of their current situation. However, many customers don’t have a clue as to what their situation is costing them (in time, market share, resources...) — they don’t understand the bigger picture.

Using our Questions That Sell philosophy of “asking the right questions,” this workshop will help sales teams discover what customers really need — helping build creditability, so prospects embrace their value‑added solutions.

‘Developing Value-Added Solutions’ will help sales teams with:

  1. Asking intuitive discovery questions to help “dollarize” the customer’s “as-is situation” and justify the premium solution.
  2. Sharpening the sales rep’s investigative mindset to identify profit drivers.
  3. Protecting interests from lower-priced competitors trying to steal customers.
  4. Identifying the decision-making process, criteria and motives that prompt change.
  5. Presenting a proposed solution with conviction, confidence, and complete understanding of the it’s financial ROI outcomes.
Book: Questions That Sell Book: The Ultimate Sales Pro
Our workshops are inspired by: Questions That Sell and The Ultimate Sales Pro
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Performance Guarantee

Our clients typically get 7 times their return-on-investment (ROI) – or better!

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