Value Based Selling

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Value Centric Selling - How to Sell on Value, Not Price

Victor Antonio
396

Course Overview

Stop giving away discounts or lowering your price! Learn how to sell the value of what your offering!

This course is about how to sell the value of your product or service using quantifiable numbers so you can prove, in financial terms, how you can help your client.

There are 34 videos and a 54 page workbook so that you can follow along. There are 9 modules and each module builds on the previous video.


About The Author

Victor Antonio is a speaker and trainer who understands the challenges of selling; especially in today's market. His experience includes:

- 14 books on Sales & Motivation;

- BS Electrical Engineering and an MBA;

- President of Global Sales and Marketing;

- Vice President of International Sales;

- Selected to join the President’s Advisory Council for excellence in sales and management.

Past Clients: Verizon, Nationwide, Medtronic, 5/3 Bank, Citrix, Toyota, State Farm, Orkin, FedEx.

Lessons

  • INTRODUCTION

    [Shift in Selling, Sales Philosophy, Value Impact:The Ball Example]
  • SELLIING A PRODUCT OR SERVICE

    [Product Description, Feature-Benefit Product Inventory]
  • TARGET MARKET

    [Who is your target market?, Buyer Types, Data Mining]
  • SELLING AND BUYING PROCESS

    [Sales Process, Buying Process]
  • SALES SCENARIO
  • REVIEW
  • CLIENT MINDSET

    [Client Mindset, Client's Economic Mindset, Value Centric Sales Model]
  • SALES PROOF (EVIDENCE) TOOLKIT

    [Sales Proof Tools, Insights & Example, Types of Insight]
  • REVIEW
  • BUYING OBJECTIONS

    [Anticipate Obbjections, Blocking Objections, Blocking Objections Example]
  • SALES PRESENTATION

    [Sales Process Presentation Phase, Sales Narrative & Key Messages, Presentation Inventory, Presentation Sequence, Presentation Slide Layout]
  • ROI CALCULATOR

    [ROI Sales Scenario, Isolating Client Issues, Eg ROI Issue 1, Eg ROI Issue 2, Eg ROI Issue 3, ROI Calculations, 5 Reasons Clients Don't Buy]

FAQ

  • Over 34 lectures and 2 hours of content!
  • Learn how to quantify the financial value of selling your product or service
It is an entry level course so no prerequisite knowledge is required.
  • Salespeople who have to sell a product that requires multiple approvals

Value Centric Selling.

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