Web-Based Value Based Selling

COURSE CONTENT

Module 1: Selling the Value of your Product/Service

Module 2: Long Term Vision

Module 3: The Service-Centered Salesperson

Module 4: Buying & Sales Cycles

Module 5: Sales, Earnings & Personal Goal Setting

Module 6: Establishing Trust & Confidence

Module 7: Telephone Tips & Techniques

Module 8: Qualification I: People, Time, & Money

Module 9: Qualification II: Identify & Manage Issues

Module 10: Establishing Value for Your Product/Service

Module 11: Value Based Presentations

Module 12: Value Based Proposals

Module 13: Objections As Opportunities

Module 14: Value Based Closing

Module 15: Implementation & Support

6 Reinforcement Exercises

NEW E-VBS
New Online Version Now Available

Value Based Selling
A Consultive Sales Methodology

Now for the first time, Value Based Selling - A Consultive Sales Methodology is available over the world-wide-web. The ability to complete this powerful course at your convenience at your home or office eliminates the time and expense of travel and protects your valuable selling time. The course is presented in a webinar-style format that includes audio tracks, slides and a workbook.

The course includes all the same content (except the role play exercises) as the full Value Based Selling seminar. E-VBS is self-paced with most participants completing the course in 4 to 6 hours.

Value Based Selling is a comprehensive sales methodology that has been designed for companies that have a value-based, consultive sales process. It's a systematic process that communicates the value of your products, services, company, and people to your prospects and customers.

In Today’s Economy Selling Value is No Longer Optional . . It’s Mandatory!!

Since the course's release in 1993 thousands of sales and customer service professionals from the U.S., Canada and Europe have been trained on the methodology. Past participants have increased their sales by 20% to 30% within 12 months of completing the course.

Results You Can Expect . . .

Increase company profits by selling value, not price, eliminating the need to discount.
Decrease the number of calls (therefore your cost of sales) in your sales cycle by employing strategic and effective 1-to-1 selling strategies.
Eliminate wasted time on "tire kicker prospects" by learning advanced qualification skills that differentiate between suspects and qualified prospects.
Increase your competitive wins by learning how to adjust your selling style to your prospect's buying style, causing them to want to buy from you.
Create "customers for life" through the use of scientifically proven relationship selling principles. Having customers for life will increase your long term re-occurring revenue stream and eliminate the erosion of your customer base to competitors.
Increase your close ratio by developing a variety of product and proposal presentation methods.
Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.

To learn more about E-VBS call 800-597-1873.

ABOUT THE AUTHOR

Jim Allen has over twenty five years experience in senior sales, marketing and management positions. He was the Founder and President of Certified Software, the developers of the first PC-based accounting software to be "certified" by the national accounting firm - Deloitte-Touche. He has also served as the Vice President of Sales and Marketing for several multi-million dollar, international, technology-based companies. He has extensive experience in the recruiting, training, development and management of face-to-face or telesales direct sales forces and dealer/distributor sales channels. He is considered an expert in sales process design, implementation, reinforcement and coaching.

Jim is a nationally published author and frequent speaker at regional and national sales conferences. He is the author and developer of Value Based Selling - A Consultive Sales Methodology; Value(s) Based Leadership; and Co-Developer, with Mels Carbonell, PhD. of Personalize! – A Web-Based Buying & Selling Styles Profiling Tool.