Online Summer Boot Camp Value-Based Selling 2021

Do your salespeople often get stuck in price discussions? Do you feel that they are too generous on discounts, which hurt your margins and your EBITDA? Do they lose business because of the price?

Then it’s time to do something about it!

I’m organizing an online Bootcamp this summer, focussed on Value-Based Selling.

Our Value-Based Sales training will assist the participants in:

• Getting appointments with decision-makers.

• Better discovering the deep-lying needs of prospects and customers;

• Sell, using their Value Proposition to position their products or services;

• Creating an elevator pitch, which will help them increase their prospecting success rate.

• Closing more deals by turning value into a yes.

• Our program will help you start seeing positive results in summer 2021 and deliver a roaring Q3 and Q4.

For whom is our program meant?

Our online Summer Boot Camp Value-Based Selling program is designed and meant for salespeople who want to improve their sales results. As the summer months are ideal for approaching decision-makers, it’s important to focus on the right people.

The preparation:

Each participant will have an intake call with us. This intake is meant to understand the participant and their working environment. It is also to set expectations and objectives.

Each participant will also be offered an Objective Management Group, OMG, sales assessment. OMG is the pioneer and developer of the best available assessments that help improve sales performance.

This ensures a tailor-made approach and higher success rates.

Program description

Our summer Bootcamp is packed with elements that will help your salespeople in ramping up their effectiveness in selling value.

We do not train tricks; we help salespeople in adapting their behaviour and habits to sell in a rapidly changing business environment.

We work on creating awareness, followed by exercise which includes role-play, followed by implementation in real sales situations. By implementing the program topics right away after each session, the participants learn by trying and doing.

The investment and what do you get:

Investment: € 650,00.

This includes three two-hour sessions during a period of five weeks.

As a bonus, participants get to complete an Objective Management Group, OMG sales assessment. OMG is the pioneer and developer of sales assessments, used for recruiting salespeople and improving sales team performance. More info about OMG here.

Delivery by Zoom platform. Our sessions include creating awareness, roll-play, other exercises and documents.

Participants also receive follow-up assignments and personal support by telephone and/or video conference.

Training languages are Dutch and/or English. This depends on group composition.

Our Value-Based Selling programs are also conducted in a classroom format.

For more information, please contact me at +31 (0) 642713033 or via e-mail here.

This powerful question will help you sell Value!

In B-to-B selling, salespeople sell to businesses that have customers. The services or products they offer often have to do with the services or products their (potential) customers sell.

I often coach salespeople in the field, and this practical experience helps me experiment and try different approaches during sales calls. There is one experience I went through, which lead me to the title and content of my posting of today.

Some years ago, I joined a salesperson in Germany for a day in the field. His planning for the day contained a prospect who showed interest in the products he was selling.

During the ride, I asked him what his objective for the meeting was and what made the prospect agree on the appointment. He answered that price was most important and secondary, the product specifications.

The meeting was attended by the owner, the commercial manager and the technical manager. Technicalities and price dominated the conversation. The salesperson was solely focused on the technical manager. Next to that, not one compelling reason to buy his products was uncovered. At a particular moment, the discussion became so dull that I decided to interfere. So, I stepped into the conversation and asked the owner the following question:

“Please tell me what type of customers you sell to and why they buy from you?”

The gentleman looked at me surprised and answered the following:

His father started this business more than thirty years ago. He went on to tell us how the company developed. Their market consisted of users of heavy machinery for farms, trucks and transport. They would be available 365 days a year to service their customers. Their customers bought from them because of their service, involvement and quality of products.

I then asked him: where does price play a role? “Nowhere,” he said. “We don’t compromise on price or service. And our customer retention is extremely high!”

I looked to my coachee and said: “Please continue about how we can add to their success”. Astonished, he pulled himself together and followed through on the customers of his prospective customer.

Conclusion: Find out who your prospect’s customers are and why their customers buy from them. When you get to know that, find out how your solution can help them develop their business more successfully. There is where selling value starts to add to your success story!

How did the meeting end? The order was placed, and we got a tour of the warehouse and technical department. After that, my coachee treated me to a wholesome German dinner consisting of flammkuchen, schnitzel (my favourite) and gebackenen Kartoffeln.

Selling value can be taught and will improve your margins. If you are ready to join us on a journey to enhance selling Value, contact me here to plan a call. You can also book a call with me here.

By phone, you can call me here:

31 (0)642713033