Market trends are forcing your Company to change...

• Your traditional or older Products & Services are declining in Revenue and/or Margins…
  
  
• You have produced newer, higher Value Offerings to compensate for this

These need to be sold to different Buyers via different Selling Models!

Many companies have enjoyed early success based on a great product line and some great selling. Yet market driven changes are forcing companies to change how they do business… if they wish to continue to meet their growth targets.

The impact of this on your Sales Force can be considerable as old style selling models (e.g.: transactional product selling, relationship selling) may not work for these new offerings.

Based on working with many companies on 3 continents, we have developed some Workshops to help Sales Professionals and Managers understand these new models.

To begin the process of awareness and change, this Introduction to Selling Value and Solutions! is a primer.

It focuses on the transition from a:

• Product Push Sale, to a…
• Value Based Pull Sale

It is normally combined with, and introduces other Workshops in our For Sales Professionals Only Suite of Workshops, eg:

• Selling High! or…
• Strategic Account Planning

A typical Workshop Agenda would include:

- Introduction & Objectives
- Background to Value Based Selling
- Changing/emerging Sales Models
- What is Value, with a section on "YOUR Value Propositions"
- The Total Solution
- Who Buys Value?
- Case Study: A Value Sale you would like to make
- Wrap Up & Evaluations

Target Audience:
Sales & Sales Management Teams of Companies who face the need to change to sell value.

Customization:
PERFORMAX Consultants will customize the Workshop to your environment (e.g.: help analyze and/or design your Value Propositions).