Value Based Selling

Value Based Selling – Outline

Many business owners are very good at what they do but have never had formal sales training. Can you easily articulate the value of your product or service to your customers?

Our Values Based Selling service is designed help you improve your sales processes and increase productivity, efficiency and profit. It will enable you to give price certainty, confidently handle changes in work scope and eliminate fee surprises for you and your clients.

This coaching service will build your knowledge, focusing on powerful sales techniques, writing effective proposals, and defining Terms of Trade. We’ll also help you to create and implement an ongoing Sales Action Plan. Value Based Selling encourages a return that is proportionate to the value you’re providing clients, freeing up time for you to concentrate on other revenue generating activities.

Why we developed this service:

Our clients are good at what they do – delivering a product or services to their clients or customers. However, most business owners have never received any formal sales training. In a world of rapid change, tighter margins, and greater competition due to digital marketing, it’s essential that business owners dedicate time and energy to obtaining their share of the market.
Our Value Based Selling service provides valuable sales learnings and advice to help you streamline your sales process, boost the performance of your sales team and significantly improve your results.

Who would benefit from this service?
  • As a business owner do you find it difficult to make sales?
  • Would you like to spend less time creating proposals?
  • Would you like to increase your proposal / quote conversion rate?
  • Would you like to spend less time creating proposals?
  • Would you like a better system for making sales?
What is involved?

You’ll attend an initial meeting with us, starting with a Successful Selling presentation. We’ll then review your current sales process and set some sales actions to achieve before the next coaching session.
During the ongoing coaching phase you’ll gain understanding of:

  • The difference between cost and value and how to articulate value to prospective customers
  • Powerful sales techniques that will significantly increase your conversion rate
  • The nine step proposal writing process and how you can reflect this in your own quotes or proposals
  • Terms of Trade and successfully dealing with changes in the scope of work agreed
  • Next steps required to implement Value Based Selling into your business
  • We will meet with you on a monthly basis to support and coach you using our specialist resources and templates, until you’re comfortable articulating and selling your value and are achieving improved results. We’ll then leave you with our Guide to Value Based Selling to reinforce your learnings as you continue.

    When should I begin Value Based Selling?

    Any time is a great time to significantly increase your sales conversion rate.