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