Demonstrating value
Overview:
The value does not depend on the product, but on the user. Because knowledge of the buying motive is fundamental to the value argumentation, this e-learning presents the four most important buying intentions - safety, recognition, profit and convenience - their recognition, and appropriate response. Building on this, participants learn the five-step technique of value argumentation. Realistic examples show what an individual value argumentation can look like.
Target Audience:
1. Salespeople
2. Sales Staff
3. Inside Sales
4. Key Account Managers
5. Field Sales Representatives
Learning Objectives
1. Knowing why sales is always about customer value – not product features
2. Recognizing and responding to your customers’ most important buying motives
3. Arguing the benefits of a purchase with the help of the 5-step model in a simple and structured way
4. Crafting a personalized demonstration of value