Focus Areas

• To understand that the Value perceived by your customer (Vc) has more to do with the alignment with the customer’s business context than merely your product specifications (Vp).
• Internalize the 7-Step TAPANB Value Creation Process.
• Application of TAPANB to achieve the Top-Line and Bottom-Line results.

Background

Does your sales team face any of the below mentioned challenges?

• Struggle hard in developing new leads?
• Undergo a longer selling cycle in Big-Ticket deals?
• Encounter a lower Order to Proposal conversion ratio?
• Get low margins on Orders due to desperate sales?

The above challenges can be overcome thro’ the Value-Selling Program. It is a sales technique that improves sales skills and helps the salesperson to bring the value of their products and services to their prospects. 

Keeping this in view, IMTMA is organizing a two-day classroom program on Value-Selling for Engineering Products.

Key Takeaways

• Develop Trust and Rapport in accessing new prospects
• Customer Engagement thro’ Deep Probing & Active Listening
• Identify USP to differentiate from competition
• Prepare for Negotiations with Purchase and Finance Managers to ensure higher profitability
• Complexities Involved in Sale of High Value Products/Projects & Solutions
• Decision Makers in a Complex Sale: End User, Gatekeeper, Well Wisher and the Decider.
• How selling Benefits create a better Value vis-à-vis Features and Advantages
• Powerful Techniques in Order Closing

Enquire About This Programme