Value!

All things being equal, organizations will buy on price. It is up to the sales organization to create the differentiation.

Value! is the extension course to ProActive Selling. Everyone wants their sales people to call high. Sales people can call high. That is not the difficult part. Knowing what to say when you call high is the trick. How to create value at the top level is what Value! Is all about.

The senior management of an organization looks at the purchase of your good or service very differently than a 1st level buyer, the one who is using what you are selling. Senior management is buying value, and the sooner the sales team can speak the language of value, the better off they will be.

Course highlights include:

• Understand the requirements in selling to the executive management ranks



• How to present yourself as someone the senior manager wants to deal with



• How to use the 15 essential ways to create value



• The key 5 value areas



• How to own the financial deal